University of Miami
MGT MISC
Introduction The negotiation process is an intricately and dynamically navigated approach to solving a problem or issue faced by two or more parties. The agreed upon purpose for negotiations stems from the desire to satisfy a need. It is important that the two parties identify what required to accomplish their goals and targets. There are two type
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Introduction The negotiation process is an intricately and dynamically navigated approach to solving a problem or issue faced by two or more parties. The agreed upon purpose for negotiations stems from the desire to satisfy a need. It is important that the two parties identify what required to accomplish their goals and targets. There are two types of negotiation strategy that will be discussed: distributive and integrative. We will look at the process in which people and organizations implement each of these strategies. Additionally, we will identify the human decision process that affect negotiations. Negotiation Process While there are many approaches to negotiation tactics and techniques, there are several steps that most negotiations follow to achieve the desired outcome beneficial for both parties. Often, the process begins with preparing for the negotiation. This requirement is often overlooked; however, it is a critical point to “prep the battlefield” for the best outcome for the negotiation. It will be important to research both sides of the discussion to facilitate possible trade-offs, determine the most desired as well as least desired outcomes. It is important to identify which concessions will be placed on the bargaining table and who in the organization has the approval authority to make that decision. Preparation will also include establishing ground rules of when, who, and what time constraints that will apply to the negotiation. Information exchange is the second stage where both parties their initial positions. These positions or strategies include the distributive and integrative components. According to Brett(2016) regarding the distributive strategy, “First offers, whether in a single or multiple issue This study source was downloaded by 100000874968972 from CourseHero.com on 04-08-2024 16:18:26 GMT -05:00 https://www.coursehero.com/file/82702232/Case-1-Abachedocx/ Negotiations and Human Behavior negotiation, strongly influence the ultimate outcome because the counterpart ‘‘anchors” on the opening offer”. This is also known as the “entry point” of the negotiation. Each party will have identified an upper control limit and a lower control limit during the preparing phase. In other words, the know their worth and what they consider unacc
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