Final Paper Consider a real life bargaining and negotiation situation that invol

Question

Final Paper

Consider a real life bargaining and negotiation situation that involves two parties and the multiple issues to be negotiated that has already occurred, currently in progress, or will occur in the near future in your personal life or at work. Be sure to address the following:

Describe the situation and negotiation environment.

Identify the parties (e.g., yourself, the persons on your side, and/or the opposing parties) including the bargaining positions.

Present the type of third party intervention and procedures if required, (e.g., arbitration or mediation).

Explain how the Best Alternative to a Negotiated Agreement (BATNA) is derived.

Evaluate the theoretical models, methods, sources of power, and analytical procedures required to be utilized in the negotiation process.

Examine the mechanics of the procedures in terms of framing, packaging, use of questions, and types of proposals.

Assess the strategies utilized and the results achieved and/or anticipated in the settlement.

Writing the Final Paper

The Paper:

Must be 10 double-spaced pages in length and formatted according to APA style and Must use at least five scholarly sources

Explanation / Answer

Negotiation is a open process of two parties, who are in conflict and it results an acceptable solution.

Five steps are involved in it:

Actually there are three styles of negotiation viz, collaborative, competing and compromising style. The negotiator uses his personal style of negotiation. He should be able to recognize the bargaining styles and how such style impact bargaining behavior. He should recognize and avoid cognitive biases which hinder successful negotiation. The theoretical model which are being used can be based on the personal style of the negotiator.

As per the theory, people make decisions based on the potential value of losses and gains, instead of the final outcome.

For evaluating the losses and gains, they use the heuristics.

The conflict model assumes that negotiation takes place in order to avoid conflict among the parties.

Best Alternative to a negotiated agreement (BATNA) is the most advantageous way a party can take, when negotiation fails. The BATNA is not a safety net but use as point of leverage in negotiation.

Motivational Approaches relies on how negotiator aspirations and goals influence the bargaining power and resultant outcomes.

Cognitive approach basically implies that how individual construe events and reach judgment about the situation.

Mediation is another approach which is generally applied in case of conflict or to resole.

References:

1. Morton Deutsch, "Cooperation and Competition," in The Handbook of Conflict Resolution: Theory and Practice, eds. Morton Deutsch and Peter Coleman (San Francisco: Jossey-Bass Publishers, 200), 22.

2. E. Wertheim, "Negotiations and Resolving Conflicts: An Overview," College of Business Administration, Northeastern University, [available at: http://webarchive.iiasa.ac.at/Research/DAS/interneg/training/conflict_overview.html]

3. Roger Fisher, William Ury, Getting to Yes: Negotiating Agreement Without Giving In, 2nd edition, ed. Bruce Patton, (New York: Penguin Books, 1991).

4. Roger Fisher, "Negotiating Power: Getting and Using Influence," pp. 127-140 in Negotiation Theory and Practice, eds. J. William Breslin and Jeffrey Z. Rubin, (Cambridge: Program on Negotiation Books, 1991), 128.

5. Harold S. Saunders, "We Need a Larger Theory of Negotiation: The Importance of Pre-Negotiating Phases," pp. 57-70 in Negotiation Theory and Practice, eds. J. William Breslin and Jeffrey Z. Rubin, (Cambridge: Program on Negotiation Books, 1991), 64.

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