Power Struggle

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timer Asked: Mar 8th, 2019
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Question Description

This section will focus on identifying the power differences between the two parties in the ongoing negotiation. In the situation between Nikki and Michelle there is a definite power differential between the two parties. Power can be derived from many sources. For this part of the project review the scenario fact pattern and address the following questions in your paper:

  1. Compare and contrast the power differential between the parties. Where does Nikki derive her source of power? Identify whether Michelle has a source of power.
  2. Create a list of how the party perceived to be in the "lesser power position" should prepare and proceed with the negotiation. Relate your list to the facts of this case.

In your paper, follow standard mechanics in grammar, punctuation, and spelling. Provide proper APA cited research: in text and full citations.

attached is the Rubic and project work up to this point for reference.

2 pgs + provide list out lesser power person can do to prepare for negotiation.

Wrap up with a conclusion



Unformatted Attachment Preview

Running Header: PLANNING FOR THE NEGOTIATION Planning for the Negotiation Rebekah Blanchard Rasmussen College Author Note This paper is being submitted on February 13, 2019 for Jennifer Stoker B404/MAN4441 Section 01 Negotiation and Conflict Management Running Header: PLANNING FOR THE NEGOTIATION Issue InBloom has recognized the need of their customers has changed and the sales rate has grown, hence, a change in the working schedule of the customer service call center is necessary. Nikki is responsible as the manager to implement the changes required to meet the needs of the customers per InBloom’s request. The schedule change will first be offered to the senior employees and those with less seniority second. Nikki realizes this will cause some issues for the team she manages, but the customer needs drive the decision for the change. Michelle is managing work, home responsibilities as well as child care. She may feel that her employer is discriminating against her and her family responsibilities. She is concerned that a change in her schedule will mean finding and possibly paying more for child care. As well, this is disruptive to her child’s schedule and can have significant consequences. Bargaining Mix Starting with the package of issues which include the responsibility of InBloom to meet the needs of the customer. Nikkis’s tasks to create a schedule that will fit the current sales landscape and Michelle’s need would like to work her regular schedule or have the opportunity for one of the senior hours, as well, manage child care. The target for InBloom is to change operating hours to suit customer demand. Nikki’s target is to create a policy and implement that into the customer service hours of operation. Michelle’s target is to keep her job and maintain her current child care provider. Running Header: PLANNING FOR THE NEGOTIATION Nikki should review what her minimum satisfaction or outcome of the negotiation points discussed with Michelle. Michelle also needs to evaluate what is her point and offer to Nikki and what is her walk-a-way point. Interest of Both Parties Both parties have a substantive interest they have a conflict. The argument is over scheduling. Nikki and Michelle need to be thoughtful of how they behave in their negotiation; approaching the conflict with fairness and both allowing the other to voice their concerns, this displays the processed-base interest. Both parties need to evaluate the value of the relationship, (Relationship based interest), do they wish to maintain a positive relationship; securing an ongoing relationship. Is it in the best interest of InBloom, Nikki and Michelle? Interests are the primary determinants of the strategy employed in a negotiation. The negotiation between Nikki and Michelle has multiple issues lending itself to a more integrative negotiation approach. Ultimately each party needs to consider what is their goal. Resistance Points The bottom line for Nikki is to create, implement and manage the request of her superior. For Michelle, her bottom line is also multivariate. Michelle needs to foster her working relationship, maintain her regular schedule or be allowed to a senior pick, and maintain her current child care provider. The schedule change which would adversely affect her child care arrangements could very well be a deal breaker. Running Header: PLANNING FOR THE NEGOTIATION BANTA If an agreement can not be reached the parties need to evaluate the alternatives. Nikki should consider if Michelle’s talent and knowledge in the business is critical to operations. What is the current employment rate, is there a recession, is so, Nikki has the upper hand in negotiation? Michelle could bluff that she will leave the company, although this is risky for any employee, especially a single mom with child care costs. Michelle’s Objective/Opening Bid Michelle’s focus is to have the pick of the litter so to speak of the newly implemented work schedule. She should state that from the beginning of negotiations and follow up with her knowledge, commitment and contributions to InBloom. Negotiation Strategy Because this is a multivariate issue for Michelle, she would be best advised to move forward with the integrative approach to negotiating. Demonstrating her value to the company. Michelle’s should communicate her desire for a win-win outcome, which would clearly communicate to Nikki that Michelle is willing to work with her. Issue Presentation & Defense Michelle should not put all her eggs in one basket, this should not be an all or nothing presentation. To achieve an optimal deal/agreement Michelle should propose a single issue. Understanding that even though she feels at a disadvantage, Nikki will reciprocate. Within Michelle’s proposal she should be concise, provide written explanation of her core demands and Running Header: PLANNING FOR THE NEGOTIATION ensure that at the time her opponent, Nikki, is not distracted. Nikki needs to evaluate what is the culture of the company and what is practical. Protocol The rules of the negotiation are established by the protocol, which both parties use to communicate in order to agree. In the scenario of Nikki and Michelle I would formulate the following protocol utilizing the integrative negotiation, letting the opponent you are willing to work with them and hope to increase the overall benefit to both parties. 1. 2. 3. 4. Specify the intention and objective Generate and offer first proposal Evaluate received proposals Offer counter-proposals Running Header: PLANNING FOR THE NEGOTIATION References Lax, D. A., & Sebenius, J. K. (1985). The power of alternatives or the limits to negotiation. Negotiation Journal, 1(2), 163-179. Lewicki, Roy J., Barry, Bruce., Saunders, David M. Essentials of Negotiation. 75-78 Saha, S., & Sen, S. (2007, January). An Efficient Protocol for Negotiation over Multiple Indivisible Resources. In IJCAI (Vol. 7, pp. 1494-1499). Running Header: THE BLUEPRINT TO A NEGOTIATION The Blueprint to a Negotiation Rebekah Blanchard Rasmussen College Author Note This paper is being submitted on February 13, 2019 for Jennifer Stoker B404/MAN4441 Section 01 Negotiation and Conflict Management Running Header: THE BLUEPRINT TO A NEGOTIATION Approach The approach in the scenario of the boat price and sale is distributive negotiation. I classify this approach due to its characteristics. The distributive mode numerous characteristics distributive mode I notice in this scenario that lead me to acknowledge this type of approach. • One side win’s and one side loses • The boat is a fixed resource • One party has opposing interests • The concern is to maximize one’s own interest • Strategy will include manipulation, pushing or withholding information. Interests This is a win-lose or claiming value approach to bargaining. The interest of each party is to negotiate the cost of the boat, this is classified as substantive interests. The owner of course wishes to get the most money out of the sales and the purchaser wishes just the opposites; to get the most bang for his buck. The substantive interests should be backed up by research. The seller seeks to gain advantage through masking information, deceptive or using manipulative measures. This approach could potentially backfire on the seller, causing negative consequences such as losing the trust of the buyer and the sale of the boat fall through. The purchaser should learn the position of the seller. Is the boat of special significant; was it handed down to him by family, has he refinished every inch of the deck, in other words, what investment, whether financial or emotional does the seller have in the property. The basic techniques open to the negotiator with a distributive type of approach are the following: Running Header: THE BLUEPRINT TO A NEGOTIATION • Influence the other person’s belief in what is possible. • Learn as much as possible about the other person’s position especially about resistance points. • Try to convince the other to change his/her mind about their ability to achieve their own goals. • Promote your own objectives as desirable, necessary, ethical, or even inevitable. Limits Establishing limits for both parties is important and lends to possessing power for each argument. The seller must analyze what his bottom dollar is while the purchaser should evaluate what is the credit limit or maximum limit, they are willing to spend, what is the fair market value. Both parties should determine whether there will be a warranty for the boat and if so, what are the conditions and terms of the warranty. Whether the limits are real or fictional, limits allow you a face-saving way of testing the other party’s resolve. Target Price The asking price will affect the number of prospective buyers for the boat. The seller must consider whether the boating market is strong and how quickly the seller wishes to sell the boat when considering the price of the boat. Is the seller contemplating multiple offers at the same time? Alternatives Besides price, other details of the sale may be negotiable such as owner financing, when the sale will take place, and how the boat will be transported to its new home. For example, it may be possible to settle at a higher price if the seller agrees to cover delivery costs. Running Header: THE BLUEPRINT TO A NEGOTIATION Analyze Other Party Both sides must feel that at the end the outcome was the best that they could achieve and that it is worth accepting and supporting. Both parties will benefit by understanding the position of the other party and their shared goals. especially their resistance points. Keep the conversation positive and moving forward. Running Header: THE BLUEPRINT TO A NEGOTIATION References Donohue, W. A. (1981). Analyzing negotiation tactics: Development of a negotiation interact system. Human Communication Research, 7(3), 273-287. Lewicki, Roy, Berry, Bruce and Saunders, David chapters 2-3 Essentials of Negotiation Stanton, F. (2014). Ethical negotation. Precedent (Sydney, NSW), (123), 36. ...
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smithwiliams
School: UCLA

Attached.

1

Running head: POWER STRUGGLE

Power Struggle
Name:
The institution of Affiliation:

POWER STRUGGLE

2

Power differential analysis between Nikki and Michelle
The art of negotiation offers a tool that results in a win-win situation at best. One
party’s source of power plays an important role in how much the negotiation process favors
them. Below is the comparison of the source(s) of power of both Nikki and Michelle.
Role Power
Nikki holds a high position in Inbloom, being a manager, and she has been
instructed to implement the new marketing policies. Michelle works under and is accountable to
Nikki. Since her manager is acting based on the leadership’s interest, these changes almost seem
like they have to happen. There is the Inbloom’s leadership backing her up, and is, therefore,
more persuasive.
BANTA
The BANTA, sh...

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Review

Anonymous
Good stuff. Would use again.

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