Distributive Negotiation

Negotiation is one important part of both the professional and personal life in our everyday situations. It is critical for people to resolve disputes, distribute limited resources, and/or create something new that neither party could achieve on his or her own. Negotiations can range from coordinating project timelines with clients to asking for a raise to discussing holiday plans with family members.

In this classic text, Fisher and Ury describe their four principles for effective negotiation. They also describe three common obstacles to negotiation and discuss ways to overcome those obstacles.

It occurs in profit or non profit organizations, government sectors, dealing among nations and also in our personal situations such as salary package, house purchase, marriage, divorce and etc. The strategy to use can either be distributive or integrative depending on the situations and the outcomes that the party want out from the negotiation.

Getting to YES, Negotiating Agreement Without Giving In is an excellent book that discusses the best methods of negotiation. The book is divided into three sections that include defining the problem, the method to solve it, and possible scenarios that may arise when using these methods. Each section is broken down into a series of chapters that is simple to navigate and outlines each of the ideas in a way that is easy for any reader to comprehend. There are also several real life explanations for each issue that make the concepts easier to apply and understand. These ideas are reflective of a method developed by the Harvard Negotiation Project called “principled negotiation”. This method combines the two ideas of soft and hard negotiation

“Instead of approaching the problem in a competitive as distributive bargaining (claiming value only for one), the integrative negotiation the parties adopt an attitude aimed at solving the problem and seek a favorable outcome for both” (Business Blog Review, 2011).

Negotiation occurs on a regular basis in a daily life and individuals negotiate in business occasions or outside of the workplace. Having superior negotiation skills is conductive to the success in personal life and career development. This essay will indicate that my natural preferences for different influencing tactics, comparisons between theory and practice, and a personal action plan to improve negotiation skills based on the role-play activity in my class.

Whether it is at work, church or in our private relationships, negotiations are a necessary tool for reaching an agreement. They are made by discussing each parties point of view with the aim being to reach an agreement that is mutually beneficial. For the most part, negotiation is the process by which those people involved successfully adopt or abandon their respective position through the use of positional bargaining. There are different types of approaches for the negotiation process - some hard and others soft in their manner of approach. The desired outcome of

Negotiation is a fundamental form of dispute resolution involving two or more parties (Michelle, M.2003). Negotiations can also take place in order to avoid any future disputes. It can be either an interpersonal or inter-group process. Negotiations can occur at international or corporate level and also at a personal level. Negotiations often involve give and take acknowledging that there is interdependence between the disputants to some extent to achieve the goal. This means that negotiations only arise when the goals cannot be achieved independently (Lewicki and Saunders et al., 1997). Interdependence means the both parties can influence the outcome for the other party and vice versa. The negotiations can be win-lose or win-win in nature.

In life there is always some type of give and take amongst others. Some exchange may be beneficial and some can be regretful. This is all the same with negotiation, either is to negotiate a divorces decree, price of a new home, or a NFL or NBA contract deal. The world today is full of negotiating situation in and can be executed at any given time. There two common characteristic of a negotiation or bargaining situation. Negotiating parties have separate but conflicting interest.

Roy J.L, David M.S, and John W. M, 1999 say that in integrative negotiation both parties try to find out solution which is beneficial for both parties.

With the objective to the attainment goal, negotiators here are motivated to maximize their utility subject to constraints, which is accomplished through orienting instructions (e.g., "maximize the points earned in the negotiated solution") and the rewards (e.g., "payment will be based on the points earned in the negotiated solution."). As a consequence, the attainment goals, and the operators generating outcomes that tend to move towards the goal, have an influence on the search for solutions. However, this agreement goal may alter the search for solutions that occur within the fundamental problem space. More specifically, as solutions tend to unfold, they must incorporate aspects of search by the other parties--the duo mutually inform and also constrain one

A ruthless, aggressive and cold blooded negotiation style is the framework approach most people have when it comes to negotiation,[6] a theoretical example of that is Adversarial Approach Style Negotiation.[6] But in reality, as mentioned by experts and researchers such as Fisher and Ury [3] it doesn’t have to be that way. As the world moves to more sophisticated platforms of communication, negotiation follows the trend and Problem-Solving Approach(citation) is in a way, the “antidote" of Adversarial Approach Style Negotiation. Getting to YES[3] suggest an Interest-Based Model for the use of Problem-Solving Approach. Interest-Based Model focus on separating the person (positional) from the problems (resolution) and then concentrate on the resolution. This way allowing for both parties in a distributive way to get the results they both want.

“A soft answer turns a way wrath, but a harsh word stirs up anger” Proverbs 15:1 (Dake’s Annontated Reference Bible). This verse is good advice to use when dealing with conflict, negotiation before anger gets involved, and things will go wrong. This paper will elaborate on the power of negotiation, conflict management theories, avoiding, and collaborative theories and determine which theory is closer to the Christian worldview.

Choosing the right conflict mode. According to Thomas (1976), a research shows that collaborating is a strong factor to solve the complex problems, in negotiations, collaborating is more effective than other modes to reach the result win-win negotiations. Collaborating enhance the communication and build trust among individuals.

“The second integrative negotiation strategy of “problem solving” involves learning more about the underlying interests of both parties and searching for new solutions to meet those interests” (McCracken, Salterio, & Schmidt, 2011). When stakeholders invest time by researching the other party’s interest, taking the time in the preparation stage can save time and headaches later.