Description
Obviously, Michelle is upset and would like to negotiate a better shift. From the materials this week, we learned the importance of strategizing and planning for a negotiation. Even before she steps foot into Nikki's office, actions need to be taken in order for the negotiation to start off on the right foot. For this part of the project you will be advising Michelle on how to plan for the negotiation with Nikki. In a 3-4 full page paper (you may go longer depending on the length and level of detail in your plan), address the following:
- Select and support whether Michelle should take an integrative of distributive approach to the negotiation. Be sure to fully define both and argue the pros and cons of each prior to making a selection.
- Once an approach is selected, the next step is to formulate a plan. A solid foundation to a good negotiation involves creating an effective plan. For this section, create a plan for Michelle in which you address the following points:
- Define the issues.
- Assemble issues and defining the bargaining mix.
- Define the interests of both parties
- Define the resistance points.
- Define Michelle's alternatives and select a BATNA.
- Define Michelle's objectives (targets) and opening bids (where to start).
- Assess constituents and the social context in which the negotiation will occur.
- Analyze the other party.
- Plan the issue presentation and defense.
- Define protocol-where and when the negotiation will occur, who will be there, what the agenda will be, and so on.
In your paper, follow standard mechanics in grammar, punctuation, and spelling. Provide proper APA cited research: in text and full citations.
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NEGOTIATION
There are two approaches that Michelle can employ to help in her negotiation process. These
approaches are the distributive approach and the integrative approach. The distributive approach
is relevant when parties are sharing something such as in ‘divide the pie’ situation such as when
we make a purchase. (Barry, 1998)This approach is commonly used when individuals do not
have proper knowledge of each other and do not intend in having a relationship in the future. It is
proper for a situation where one party loses and the other gains. (Barry, 1998)
The integrative approach to negotiation is useful when the outcome of working as a team is
greater than that of working as individuals. This occurs in situations where negotiating parties
know each other and have an ongoing relationship or wish to establish one. (Kersten, 2001)It is
vital where cooperation benefits everyone. As for Michelle’s situation, I think she should take
the integrative method of bargaining when dealing with her situation.
The distributive approach may be good because Michelle will be able to gain her favorable time
of work while another workmate loses theirs. However, this approach is beneficial where parties
do not know each other or do not have a relationship. As for Michelle, she has an employeremployee relationship with Nikki. Therefore, the negotiation may not be effective since Nikki
may not be in a position to willingly tell Michelle what she is willing to give up. It will be hard
for Michelle to use this approach since both parties will be forced to focus on their differences
and what the other will lose. This approach will put a strain on their relationship.
The integrative approach results in a w...
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