Distributive bargaining consists of two parties in competition to maximize their share of a limited resource. In distributive bargaining, the goals of one party are in fundamental and direct conflict with the goals of the other party (Lewicki, Barry, & Saunders, 2011). In the negotiation over the job offer at Robust Routers, the resources being distributed were the items in the bargaining mix. As the human resources director, my goal was to gain more by giving less, and Joe’s goal was to gain more by receiving more of the company’s resources.
My goal was to give less of the company’s limited resources by attempting to settle on an agreement less than my resistance point. The simulation did not discuss what the company’s resistance point was. However, after researching product management positions in the Silicon Valley area, I discovered the median salary for this pos...
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...ob offer was his best chance at pursuing a career in business development. From working under Leigh during his internship, Joe also had a high level of trust for Leigh, which may be the reason why he did not try to pursue telecommuting any further. In the end, both parties are on the right path in pursuing future business objectives, so it was a win-win situation that resulted from distributive and collaborative bargaining strategies.
Lewicki, J. R., Barry, B., & Saunders, M. D. (2011). Essentials of negotiation (5th ed.). New York, NY: McGraw Hill.
Lewicki, J. R., Barry, B., & Saunders, M. D. (2010). Negotiation: Readings, exercises and cases (6th ed.). New York, NY: McGraw Hill.
Salary.Com. (2014). Web product manager II salaries in San Diego, CA. Retrieved from http://www1.salary.com/CA/San-Diego/Web-Product-Manager-II-Salary.html
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