A company’s negotiation system should be integrated within its organizational culture. Negotiation is a considered as a win-win situations such as those that occur when two different parties are trying to find a mutually acceptable solution to a complex conflict (Lewicki, 2011.pg 6) According to Lewecky there at different types of negotiations where each [party can explain why bone side should get more than other. The distributive negotiation is mostly based on the premise that company’s resources are limited and often times can not distributive equally. Preparation, teaching, modeling and concluding are the main flow process for distributive negotiation. This specific type of negotiation will have a great impact within an organization especially …show more content…
Integrative negotiation has a set of guidelines in order to negotiate. , And the guidelines are The Acronym SHIFT:
- Study position, Interest, and reasons. -Honor other’s possible roles. –Incorporate both interests. - Find Rules of fairness. –Temper the size. (Lecture 6, slide 8,9). Furthermore, the integrative negotiation approach has also key steps that can be combined with the guidelines previously mentioned in order to have a more comprehensive understanding of the problem as well as a more detailed action plan. The key steps are: Identify and define the problem, surface interest and needs. Generate alternative solutions, and evaluate and select alternatives (Lewicki, 2011, …show more content…
Auto dealers are well known for being experts on negotiation, and they also have the experience to convince costumers to pay for overpriced vehicles. I knew it was a negotiation that was going to take a long time. My idea was not to overpay based on the market value of the car that I wanted to buy. As I approached the place I asked about the model, year, mileage, and price. I decided that since I was so new to the whole thing I was just going to show a very honest, and vulnerable, low-income student who is looking for a fair price. The suggested price was overpriced and after a shocked face he made an offer. An offer counts as an attempt by the speaker to commit himself to perform a future action if the hearer accepts this. Offers are similar to promises, but they differ from the latter in that the commitment to perform the future course of action is always conditional on the hearer’s acceptance (Ihnen, 2016,pg 148). The offer was still overpriced but it was not much, so I decided to established my price based on the argumentation that the amount was my three year saving. The strategies were focused on a distributive negotiation. After a couple of hours he finally settled with my set price. I was relief and amazed on how many arguments or reason you can think of while negotiating. In conclusion, negotiation is a never ending
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Lewicki, J. R., Barry, B., & Saunders, M. D. (2011). Essentials of negotiation (5th ed.). New York, NY: McGraw Hill. ISBN-13: 9780073530369
Michael R. Carrell, C. H. (2008). Negotiating Essentials: Theory, Skills, and Practices. New Jersey: Pearson.
Negotiations are a part of daily life whether we are aware of them occurring or not. In everything that we do there are preferred end results and the end results are likely to affect more than one person. The goal in this however, is to ensure that all parties are equally benefited from the actions and reactions that occur to create that end result. While some dealings are done in a more subtle manner without a great deal of negotiation per say there are other situations that would warrant more vocalized mutually acceptable compromises. The purpose of this paper will be to effectively explain a situation of which required negotiation on the part of both parties that almost all of us have endured and that would be the process of buying a vehicle.
Most of the common activities in our daily life present an opportunity to negotiate, whether or not we realise it. Meta-reflecting upon my negotiation experiences during the class and other activities have led me to identify few common themes. In this assignment, the two themes I will be discussing are (1) the importance of being clear on the strategic intent and big picture thinking, and (2) the importance of managing the negotiation process through understanding the various phases and visualising negotiation as a train journey.
Whether or not we are aware of it, each of us is faced with an abundance of conflict each and every day. From the division of chores within a household, to asking one’s boss for a raise, we’ve all learned the basic skills of negotiation. A national bestseller, Getting to Yes, introduces the method of principled negotiation, a form of alternative dispute resolutions as opposed to the common method of positional bargaining. Within the book, four basic elements of principled negotiation are stressed; separate the people from the problem, focus on interests instead of positions, invest options for mutual gain, and insist on using objective criteria. Following this section of the book are suggestions for problems that may occur and finally a conclusion. In this journal entry I will be taking a closer look at each of the elements, and critically analyse the content; ultimately, I aim to briefly bring forth the pros and cons of Getting to Yes.
Lewicki, J. R., Barry, B., & Saunders, M. D. (2006). Negotiation: Readings, Exercises and Cases (5th ed.). New York: McGraw Hill.
Lewicki, R., Saunders, D.M., Barry B., (2010) Negotiation: Readings, Exercises, and Cases. 6th Ed. McGraw-Hill Irwin. New York, NY
Integrative negotiation is often referred to as ‘win-win’ and typically entails two or more issues to be negotiated. It often involves an agreement process that better integrates the aims and goals of all the involved negotiating parties through creative and collaborative problem solving. Relationship is usually more important, with more complex issues being negotiated than with Distributive Negotiation. Integrative negotiation is the process of defining these goals and engaging in a process that permits both parties to maximize their objectives.
Negotiation approaches are generally described as either distributive or integrative. At the heart of each strategy is a measurement of conflict between each party’s desired outcomes. Consider the following situation. Chris, an entrepreneur, is starting a new business that will occupy most of his free time for the near future. Living in a fancy new development, Chris is concerned that his new business will prevent him from taking care of his lawn, which has strict requirements under neighborhood rules. Not wanted to upset his neighbors, Chris decides to hire Matt to cut his grass.
Fontaine and Gaudin made it a point to let the other party know that the longer they waited to seal the deal the more costly it would be. They strove to find common ground with the Reliant Corporation and address every issue that arose during negotiations. Furthermore, Fontaine and Gaudin reviewed metrics each year and attended every meeting in hopes of meeting all of Reliant’s needs. The ingegrative negotiation style involves our
Lewicki, R. J., Saunders, D. M., & Barry, B. (2010). Negotiation: Readings, exercises, and cases. New York: McGraw-Hill Irwin