BUS303 Grantham Distributive Bargaining and Negotiation Essay Questions

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Business Finance

Description

The following exam is a final comprehensive exam, which consists of five essay questions. This exam is designed to test your critical and analytical skills, and your overall understanding of the negotiation process.

APA formatting is NOT required.

  1. Compare and contrast the distributive bargaining and integrative negotiation situation. Identify the strengths and weaknesses of each method, and how they affect the negotiation process. (A minimum of 300 words is required for this essay).
  2. Identify and explain the kinds of tactics in negotiation that might be considered as ethically questionable. Why do negotiators use these tactics? What are the motives and consequences of using such tactics? (Be as detailed as possible. A minimum of 300 words is required for this essay).
  3. Discuss the role of mood and emotion in negotiation process, and examine the effects of positive and negative emotions in negotiation. (Be specific, and provide a minimum of 300 words this essay).
  4. Analyze the influence of culture on negotiation from the research perspectives. What are the effects of culture on negotiation outcomes, on the process and information flow, and the effects of culture on negotiator ethics and tactics? (Be specific, and provide a minimum of 300 words).
  5. Evaluate why power is important to negotiators, and how to best deal with negotiators who have more power. (Be detailed, and provide a minimum of 300 words).
Grading Criteria AssignmentsMaximum Points
Meets or exceeds established assignment criteria40
Demonstrates an understanding of lesson concepts20
Clearly presents well-reasoned ideas and concepts30
Uses proper mechanics, punctuation, sentence structure, and spelling10
Total100

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Explanation & Answer

Attached.

Running head: NEGOTIATION PROCESS

1

Essay Questions
Name
Institution affiliation
Date

NEGOTIATION PROCESS

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Introduction

Negotiation is perceived as one of the best ways of dispute resolution. In the current
business environment where democracy prevails, it is unavoidable to engage in some negotiation
because stakeholders are enlightened about their rights. In most cases, such negotiation involves
employees, customers, or potential investors. Therefore, a strong strategy is needed to enter into
the negotiation process.
Question 1
There is a significant difference between integrative bargaining and distributive
bargaining. According to Stoshikj (2014), distributive bargaining focuses on protracted
negotiation. It is a competitive negotiation strategy where one party gains only if the other party
loses. The negotiating parties involved try to gain minimum value for themselves from the fixed
and scarce resources such as money. Additionally, there is something the parties are trying to
divide. Each party is only concerned with the outcome. Thus, it has a win to lose orientation, and
one party has an added advantage over the other. On the other hand, distributive bargaining is
useful only when those involved care about the value of the things they are negotiating over and
not their relationship with the party that they are negotiating with. However, this strategy does
not give effective results to the parties involved in the negotiation process. Distributive
bargaining is always full of conflict as a result of both parties maintaining an intractable position
in the attempt to gain over the other.
Integrative bargaining involves a collaborative approach. It is a strategy that tries to
solve disputes with a mutually agreeable solution. Mutual interest and gain act as a motivational
factor for the parties involved. In integrative bargaining, the involved parties aim to strengthen
their relationship and tries to get the most out of it, ensuring the other party is happy also.

NEGOTIATION PROCESS

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Moreover in integrative bargaining, the parties always feel as if they gave up an equal amount,
and they thus enter the negotiation with willingness. It is a win-win strategy and has the
assumption that both parties compromise to achieve a consensus.
Generally, there is a difference between integrative and distributive negotiation strategies.
Distributive bargaining should be used best in situations where the resources are limited,
especially when t...


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