Strategy and Tactics of Integrative Negotiation

Week 2:

All Written work must be in APA

Before doing the work for this week 2, please, read carefully the following chapters.

Chapter 3: Strategy and Tactics of Integrative Negotiation.

Questions:

1.. Define the differences between Distributive Bargaining and Integrative Negotiation by using an example.

2. One party’s work organization, based on Washington, D.C., has recently begun a project in Wichita, Kansas. The project will require fifteen to twenty employees to travel to Kansas and spend, on average, three weeks in residence there. It is expected that the project will span a period of nine months to completion. This first party has located an apartment complex nearby the location where the project work will be done. The aprtament complex has traditionally required maximum lease terms of one year but does have a few vacancies. The organization desires to have its people in this apartment complex rather than in hotels.

Questions

How would you identify and rank the interests and goals of each party? What common ground can you find between the parties? What strategy would you use as the organization´s representative? What strategy would you use as the apartment complex representative? 3. Two romantic partners have decided to tie the knot. One has spent a great number of years in a very financially lucrative career and has substantial net worth and positive cash flow. The other has spent an equal number of years working hard as a dedicated teacher and has paltry savings and little extra regular cash flow. Both desire to agree on how living expenses will be shared, how things will be divided and organized upon the unlikely event that they separate or one experiences an untimely death. What each party´s overall strategy might be.

Citations needed (APA)

 

Exercise 1: The Subjective Value Inventory.

Introduction:

This exercise is designed to help you to explore the psychological outcomes of a Distributive Bargaining negotiation, including satisfaction, trust, rapport, and self-impressions. It involves completing questionnaire following a simulated or actual negotiation in which you are participating.

Instructions:

For each question, please circle a number from 1 to 7 that most accurately reflects your opinion. You will notice that some of the questions are similar to one another: this is primarily to ensure the validity and reliability of the questionnaire. Please, answer each question independently, without reference to any of the other questions.

Important: If you encounter a particular question that is not applicable to your negotiation, simply circle “NA.” Even if you did not reach agreement, please try to answer as many questions as possible.

1. How satisfied are you with your own outcome-that is, the extent to which the terms of your agreement (or lack of agreement) benefit you?

1	2	3	4	5	6	7	NA
Not at allsatisfied			Moderatelysatisfied		X	Perfectlysatisfied

 

2. How satisfied are you with the balance between your own outcome and your counterpart(s)’s outcome(s)?

1	2	3	4	5	6	7	NA
Not at allsatisfied			Moderatelysatisfied		X	Perfectlysatisfied

 

3. Did you feel like you forfeited or “lost” in this negotiation?

1	2	3	4	5	6	7	NA
Not at all			A moderate amount	X		A great deal

 

4. Do you think the terms of your agreement are consistent with principles of legitimacy or objective criteria (e.g. common standards of fairness, precedent, industry practice, legality)?

1	2	3	4	5	6	7	NA
Not at all			X			A great deal

 

1. Did you “lose face” (i.e., damage your sense of pride) in the negotiation?

1	2	3	4	5	6	7	NA
X			Moderately			A great deal

 

1. Did you feel as though you behaved appropriately in this negotiation?

1	2	3	4	5	6	7	NA
Not at all			Moderately		X	A great deal

 

1. Did the negotiation make you feel more or less competent as a negotiator?

1	2	3	4	5	6	7	NA
It made me feel less competent			I did not make me feel more or less competent		X	It made me feel more competent

 

1. Did you behave according to your own principles and values?

1	2	3	4	5	6	7	NA
Not at all			Moderately		X	A great deal

 

1. Do you feel your counterpart(s) listened to your concerns?

1	2	3	4	5	6	7	NA
Not at all			X			A great deal

 

1. Would you characterize the negotiation process as fair?

1	2	3	4	5	6	7	NA
Not at all			Moderately		X	A great deal

 

1. How satisfied are you with the ease (or difficulty) of reaching an agreement?

1	2	3	4	5	6	7	NA
Not at all satisfied			Moderatelysatisfied	X		Perfectly satisfied

 

1. Did your counterpart(s) consider your wishes, opinions, or needs?

1	2	3	4	5	6	7	NA
Not at all			X			Very much

 

 

1. How satisfied are you with your relationship with your counterpart(s) as a result of this negotiation?

1	2	3	4	5	6	7	NA
Not at all satisfied			Moderatelysatisfied	X		Perfectly satisfied

 

1. What kind of overall impression did your counterpart(s) make on you?

1	2	3	4	5	6	7	NA
Extremely negative			Neither negative nor positive	X		Extremely positive

 

1. Did the negotiation make you trust your counterpart(s)?

1	2	3	4	5	6	7	NA
Not at all			Moderately	X		A great deal

 

1. Did the negotiation build a good foundation for a future relationship with your counterpart(s)?

1	2	3	4	5	6	7	NA
Not at all			Moderately		X	A great deal

 

Give your opinion about the results you achieved.

 

 

 

 

 

 

 

 

 

 

 

 

Exercise 2: New business relationship scenario.

One party’s work organization, based on Washington, D.C., has recently begun a project in Wichita, Kansas. The project will require fifteen to twenty employees to travel to Kansas and spend, on average, three weeks in residence there. It is expected that the project will span a period of nine months to completion. This first party has located an apartment complex nearby the location where the project work will be done. The aprtament complex has traditionally required maximum lease terms of one year but does have a few vacancies. The organization desires to have its people in this apartment complex rather than in hotels.

Questions

1. How would you identify and rank the interests and goals of each party?
2. What common ground can you find between the parties?
3. What strategy would you use as the organization´s representative? What strategy would you use as the apartment complex representative?

 

 

 

 

 

 

Exercise 3: Prenuptial Agreement

Two romantic partners have decided to tie the knot. One has spent a great number of years in a very financially lucrative career and has substantial net worth and positive cash flow. The other has spent an equal number of years working hard as a dedicated teacher and has paltry savings and little extra regular cash flow. Both desire to agree on how living expenses will be shared, how things will be divided and organized upon the unlikely event that they separate or one experiences an untimely death. What each party´s overall strategy might be.

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