It is important to understand that, while a negotiation framework is important, the structure of a framework can be flexible. In the exercise, a clear framework was constructed prior to the negotiation. Terry, the truck driver, had a positive drug test. He then entered into a meeting with his superior and a counselor in which they would discuss his future at the company. The rule was very clear: drivers must be tested for drugs. Initially, I viewed the rule the same as policy. There was little room for negotiation because of a ridged rule. This could be a result of bias growing up in a culture of zero-tolerance with drugs in the school/workplace. According to the case, if a driver were caught with drugs in his system there were only two options: discharge or enter a treatment center. However, the framework of the negotiation was set up to solve the problem the rule was attempting to address: impairment on the road. The rule required random drug testing. In order to comply with the rule, the company set a policy that dictated a certain limit on the presence of drugs. What I discovered in reviewing the scenario was that the policy that implements the process for complying with a rule can be much more flexible. Terry did initially have two options, but a flexible framework allowed new facts to come to light, which created the need to consider other actions that may be more appropriate. In the case of Terry, while he didn’t partake in drugs, he was in an environment that caused him to test posit...
... middle of paper ...
...driver, then there was a level of flexibility in the negotiation. Terry had drugs in his system but it did not mean that he was unfit to drive. On the other hand, if the interest was to replace Terry with a lower paid driver, there was no room for negotiation. The superior would not be entering the situation in good faith and the only outcome would have been discharge.
For my career, the case teaches about the need for an awareness of the unintended consequences of policy. The problem is that rules are never perfect and require a flexible policy. Procedures become outdated and new information must be incorporated. A standard policy is not always applicable to a changing business environment. While managers cannot disobey policy, there needs to be room for exceptions. This is particularly necessary when, as we saw in the case, the policy is systematically flawed
Need Writing Help?
Get feedback on grammar, clarity, concision and logic instantly.Check your paper »
- ... Another key fundamental is to know what the other persons needs and objectives are in other words know what their strengths and weaknesses are this will help you negotiate a better win-win situation. Below are 10 things I think you should know to effectively negotiate the best deal or agreement. 1. Determine what is your bottom line that you are prepared to receive in the deal 2. What is motivating the other party in the negotiation 3. Make a strategy and in what order you will propose your suggested deal and be equipped to counter offer.... [tags: Negotiation, Dispute resolution]
730 words (2.1 pages)
- ... However, since our group did not clearly label the negotiation is fundamentally integrative and it is the only way to bring us the best outcome, our partner in the other side choose to advertise and both parties lose the game at the end. In a distributive negotiation, all parties will want to maximize their shares in fixed and limited resources and avoiding lose. Meanwhile, we should not get beyond the counterpart resistance point. Otherwise, they will directly walk away from the negotiation and we lose the deal.... [tags: Negotiation, Collective bargaining]
1262 words (3.6 pages)
- ... Moreover, providing multiple bundled offers that are indifferent to you at the same time gives the other side choices to make tradeoffs across issues, while not giving up on your own flexibility. It also increases the possibilities for the counterpart to accept one of the offers without making counteroffers. In the exercise, as we were negotiating complicated issues involving price, delivery frequency, purchasing volume and multi-year contracts, it could be costly and time consuming for us to make decisions sequentially.... [tags: Negotiation]
948 words (2.7 pages)
- When a group of people have differing preferences they need to negotiate to reach a decision. When negotiating decisions, it is important to know that the input of each negotiator will have an impact on the final outcome. Chapter 10 of Bazerman and Moore’s Book (2013), Judgement in Managerial Decision Making, explains that you can improve decision making in negotiations by understanding the interests of all the parties involved, and using it to reach a settlement that will benefit all the parties (p.... [tags: Negotiation]
836 words (2.4 pages)
- Negotiation, competition is having a leader to propose solutions and resolve differences of ideas or opinions of the parties, based on sufficient authority and justice, focusing on common interests, trying to reconcile and mediate equitably to the parties, avoiding manipulation and bias of personal interest. The description of a work often includes negotiation skills as a desirable quality in applicants a fee list, however the ability to trade implies a set of communication and interpersonal skills to be used together to achieve a satisfactory result .... [tags: Negotiation, Contract, Mediation]
1504 words (4.3 pages)
- The southern express negotiation was different from the negotiation exercises that I did in previous weeks. The unique thing about this exercise was the two significant phases of negotiation with two different groups. In previous weeks I only had to negotiate with one person, whereas this week it was collective negotiation. The first phase of negotiation was an internal negotiation within our group, which was between the representatives of the “International Union” (a labor union of Southern Express).... [tags: Negotiation, Collective bargaining, Trade union]
1365 words (3.9 pages)
- ... Through the paperclip trade up I have learned that many negotiations are a blend of distribution and integration. While I look to maximize my benefit, I also need to maintain and create a relationship with the other party. Creating relationships is a key part of integrative negotiations, and as such there are many tactics available to involve the other party. Most frequently I would take the approach suggested by Negotiation of exploring the other party’s underlying interests (Harvard Business Essentials, 2003, p.... [tags: Negotiation, Value, Maxima and minima]
724 words (2.1 pages)
- Introduction: First of all Negotiation is in a simple way is the process by which we obtain what we want from someone who wants something from us, more like a win-win situation. Therefore in this seminar a lot of issues were discussed within the area of Negotiation. We were provided with illustrative explanations and detailed knowledge on how to go about with negotiation especially in the sales field. Among the many things on the agenda was the negotiation process, motivation sources for people, peoples buying behavior or decisions on buying or not buying.... [tags: Negotiation Essays]
1378 words (3.9 pages)
- INTRODUCTION In preparing for negotiation, the key is to identify the other person's potential sources of power, which can come from knowledge, competition, performance and reputation” (Braff 1996). Reputation of a negotiator is significant; it remains one of the most under researched aspects of the negotiation process. This may be due to the tendency for most negotiation research to be conducted in controlled environment or laboratory settings which bring strangers together to negotiate and it is assumed that the parties do not know each other and so bring no reputation to the transaction.... [tags: Business, Negociation]
2184 words (6.2 pages)
- Negotiation is a basic generic human activity. The world is a giant negotiating table such that a person can negotiate many different things in many different situations. Negotiations can occur over labor relations, buying purchases, salaries, strikes, international affairs such as war and freeing hostages as well as family issues such as divorce, child custody and even who gets the car keys. There are two common characteristics of a negotiation or bargaining situation. The first characteristic is that all negotiations have conflict inherently in them.... [tags: Business Negotiating]
1316 words (3.8 pages)