Reflection On Distributive Bargaining

BUSI 2465 is an interesting course. I participated in numerous ways. I thought of this course as a bargaining process in which bargaining was used among two different business people in order to close a deal or come to an agreement. Before the first class I wondered if negotiations was only consist of winning over each other rather than for mutual gains. I only thought it would be distributive where both the parties keep their information and interests hidden and moreover it is one time relationship. But, I never thought it would be integrative where both the parties share information and interest with each other and continue the long term relationship. Another question comes into my mind was that what are the necessary skills behind winning

It is guilt, anger, legitimacy, fear, whatever gives you power over the other party. I could relate myself to this example in a situation when I tried negotiating with my elder sister for her clothes and toys in my childhood, she always tries to scare me through relationship power because she was elder than me. I always wondered what could be BATNA for negotiator who has less power. I thought of someone with the less power should accept poor agreements and compromise rather than walking away but after reading the materials and also through class discussions when our professor used to explain the concept. For example, when purchasing a car, your BATNA is to simply go to another dealership if negotiations are not in the zone of agreement. I realized that one should never accept poor agreements because it can damage the relationship between the parties and instead one should simply walk

They both found a bridging solution where the interest for both parties were met. This example helped me to brainstorm about my personal experience because we all are faced with situation where we have to balance the interest of ourselves and others in order to maintain peace and long term relationship. Moreover, before reading about logrolling, if and then, I used to think how could one trade-off any issue even if he/she can get all. But, in class simulation I learned about how country is engaged in import and export and how do they balance their resources. Therefore, through integrative negotiation I came to know that trading commodities with each other can help us to reach mutually joint outcomes and thus a positive correlation.

When we heard about the group simulation from our professor, I thought how we are going to fulfill our individual roles among the individual roles of other group members. After the group simulation, I realized that it is harder to satisfy the interest of all the people as everybody among us had to compromise in one or other issues in order to achieve our group