This website uses cookies to ensure you have the best experience. Learn more

Moms.Com: Analysis Of Integrative Negotiations

1440 words - 6 pages

In the "" negotiation, I played the role of a representative of an international multimedia corporation looking to perform a syndication sale of one of our top rated shows. The corporation had determined that one station in particular provided the best potential for the largest profit. It was my task to "get the best deal possible" with this station. I prepared for the negotiation by creating a spreadsheet, which allowed me to go over multiple package combinations until I found what I thought to be the best deal under the restrictions placed on me by my corporation. After negotiations began, I quickly discovered that my "best deal", was really my best profit, and that this package would not work for the buyer. After discussing our needs & wants, we were able to work out an agreeable deal that turned out to be the best in the class. This paper covers the importance of exchanging information for integrative agreements, and provides ideas on the types of questions negotiators should ask to maximize efficiency.Fisher and Ury (1991) say that "without communication there is no negotiation." Communicating by willingly providing information and asking questions develops the relationship and trust between all parties. By sharing information, a negotiator encourages perspective taking and improves the quality of the agreement (class notes, 17/09/04). By gathering information, a negotiator is better able to identify where the value is (Thompson, 2004), and may see potential trades & deals that can maximize the pie (class notes, 17/09/04).Sharing information does not mean that a negotiator must share his/her BATNA or specific costs and benefits. However, one may elect to share other information such as his/her interests and/or priorities. Providing information assists in developing a "win-win" negotiation (class notes, 17/09/04). In the "" negotiation, I began the trust building processes by sharing the hard limits placed upon me by the corporation on the number of runs per episode and years allowed to finance the sale. By freely providing this information, after rejecting the buyer's initial offer, I avoided discouraging or offending the buyer as a result of the rejection. Also, by not providing the actual financial costs of approaching or exceeding these limits, I avoided the issue of anchoring the deal.By initially sharing information, I created the expectation of reciprocity, which allowed me to gather information with the expectation of receiving a truthful answer. Studies show that a skilled negotiator spends twice as much time "acquiring and clarifying information" than the average negotiator (Shell, 1999). While proposing packages and calculating the financial results, I prompted the buyer for information on what was more important to him with respect to financing terms or the number of runs per episode. Again, without providing the specific financial costs of either, the buyer told me that he prioritized the number of runs...

Find Another Essay On Analysis of Integrative Negotiations

Case Study Analysis Part A ("A Power Play for Howard")

1704 words - 7 pages Below is an observation of negotiations in the National Basketball League, concerning the Washington Bullets' star player Juwan Howard, the Washington Bullets' General Manager, and the Miami Heat's General Manager in a "bidding war" for Juwan Howard's employment with the NBA (Brubaker, Asher, Solomon, and Adande, n.d.). The observation includes a brief summary and analysis of the negotiations between Howard and the bidding teams. The analysis

Negotiation Technique Essay

3567 words - 15 pages PARIS GRADUATE SCHOOL OF MANAGEMENT - ESGBachelor of Business ManagementNEGOTIATION TECHNIQUESAssignment 2 (25%)Question:Many would argue that the world would be a better place if all negotiations were integrative and suggest that distributive bargaining is an outdated approach to creating value and resolving differences.Discuss.You are advised to use additional sources such as journal articles and textbooks.Instructions to students:Limit words

negotiation in cross cultures

3402 words - 14 pages      The Strategy      Understanding the Flow of negotiation      Getting ready to implement the strategy: the planning process Bargaining strategies The integrative and distributive strategies are equally practiced in both cultures. However, in Japan people negotiate for the benefit of all, so most negotiations are on an integrative Leverage Japanese believe that

power in negotiations

1538 words - 7 pages other parties and to use hardball tactics during negotiation. Increasing power also raises the chances of the negotiator to bluff which can positively or negatively impact the outcome. Cameron Anderson and Leigh L. Thompson suggests that in a power imbalance negotiation, the powerful negotiators positive action will be more vital to form integrative agreements [10]. This statement was derived from the study on trust in power imbalance negotiations

Bluetronics Simulation

1791 words - 7 pages element of creativity. (Leary, Pillemer, & Wheeler, 2013) In future negotiations, especially those with creative, integrative potential I believe JP should focus more on what emotions are being expressed during the negotiation and the impact they may have on possible outcomes. Being cognizant of what emotions he is expressing, and how the other party may interpret these as well being able to identify the emotions that the other party is

Power in Negotiations

2453 words - 10 pages of the negotiator to bluff which can positively or negatively impact the outcome. Cameron Anderson and Leigh L. Thompson suggest that in a power imbalance negotiation, the powerful negotiators positive action will be more vital to form integrative agreements (Anderson and Thompson, 2004, pp. 125--139). This statement was derived from the study on trust in power imbalance negotiations and the importance of power in face to face interactions. The

Personality Types and Negotiations Techniques

1459 words - 6 pages special gifts to offer, in my sensitivity to others, and their strong ability to keep things running smoothly. I need to remember to not be overly critical of myself, and to give myself some of the warmth and love, which I freely dispense to others, however sometimes it is hard to realizeSpeaking of my negotiations style, I am trying to use so called integrative bargaining (also called "interest-based bargaining," "win-win bargaining" ) It is a

Marketing plan Paper Phase I Cold Stone Creamery A new Flavor

1525 words - 6 pages Stone Creamery and an analysis of the strengths, weaknesses, opportunities, threats, and trends of the new product and what approach is used to develop the strategies and tactics for this new product.Cold Stone Creamery was created in 1988 by Donald and Susan Sutherland in Tempe, Arizona. They have expanded now to 1,400 stores within the United States, Guam, Puerto Rico, Japan, China, South Korea, Taiwan, Indonesia, Mexico, Bahrain, Denmark, and

Emotions in Negotiations

1808 words - 8 pages , negotiators who are high in emotional intelligence are expected to have a more rewarding experience that leads to a better outcome for both members to share. Accordingly, effective negotiating depends on the ability of parties to manage both the integrative and distributive components of the task. By creating a positive negotiating atmosphere, a high EQ negotiator might also get more concessions from the negotiating partner. This may be achieved by

Conflict Management in the Pygmy Culture

2307 words - 9 pages ). The role of emotions in envisionging outcomes in conflict analysis. Group Decision and Negoitation, 14, 481-500. doi: 10.1007/s10726-005-9004-8 Pace, W., & Faules, D. (1994). Organizational communication (3rd Ed). Boston: Allyn & Bacon. Rognes, J., & Schei, V. (2010). Understanding the integrative approach to conflict management. Journal of Managerial Psychology. 25(1), 82-97. Tezer, E. (1999). The functionality of conflict behaviors

Negotiation Strategy

1064 words - 4 pages Negotiation Strategy Article Analysis University of Phoenix Negotiation is a crucial part of society. Negotiation entwines itself in today's society down to the day-to-day minutiae. Different strategies exist for diverse individuals and scenarios. Two articles show the diversity of negotiation. The first article, "Fate of Detroit's Big 3 will trickle down" (Kirk, 2008), examines the three automobile industry giants

Similar Essays

Negotiations Essay

2440 words - 10 pages negotiations. Sometimes the relationship is most important; other times creativity is the measure of how well one negotiates; and it is always true that good communication is a fundamental measure of a negotiator's strength. A good negotiator makes her/his points clearly understood by other parties. A better negotiator makes understanding other parties her/his top priority. In case study, I was Terry Schiller and as my role was to sell

Gender And Negotiation Behaviour Essay

3254 words - 13 pages . However, findings do not seem to change in different negotiation structures, with men still outperforming women in these integrative or mixed motive tasks (Calhoun & Smith 1999; Stuhlmacher, Citera & Willis 2007). Therefore indicating a different reasoning that causes gendered differences in negotiation. Another approach to the study of gender and negotiations focuses on how stereotyped gendered expectations affect action. Gender stereotypes are

The Evolution Of Negotiation. In Essence This Paper Argues That The Definition Of Negotiator Success Has Changed

7640 words - 31 pages ; Hastie, 1990). This bias causes negotiators to think, "What is good for the other side must be bad for [me]" (Bazerman & Neale, 1992 p. 16). As a result, this bias leads negotiators to perceive negotiations as purely distributive or win-lose (i.e., a gain to one party has a reciprocal loss to the other), despite that most negotiations have integrative potential (solutions exist that can enhance the mutual benefit of both parties, Pruitt, 1981

Difference Between Distributive And Integrative Bargaining

1223 words - 5 pages 1) The difference between distributive and integrative bargaining Negotiation approaches are generally described as either distributive or integrative. At the heart of each strategy is a measurement of conflict between each party’s desired outcomes. Consider the following situation. Chris, an entrepreneur, is starting a new business that will occupy most of his free time for the near future. Living in a fancy new development, Chris is