University of Phoenix
April , 2011
the Electronic Reserve Readings link for the course, the Internet, or other resources to find at least two articles that describe a negotiation situation that employs different negotiation strategies. Describe the negotiation processes used in your selected articles. Compare and contrast those two strategies and how they might apply in your work setting.
Negotiation Strategies Articles Analysis
Many global companies use different negotiation techniques to maximize profit when bargaining a contract with a new prospect. In this paper, the author will discuss two specific strategies and two negotiation process used in two articles. According to Lewicki the co author of Negotiation, “the tendency for negotiators to see the world as more competitive and distributive than it is, and to underuse integrative, creating-value processes, suggests that many negotiations yield suboptimal outcomes.” (Lewicki, 16) Additionally, negotiation techniques are extremely important to any contractor because it contributes dramatically to the creation of better margins on profit, prevention of wasted marketing efforts, and a better closing ratio between client and a business known as Creative Patio Awnings and Design that was established in 2001 in Sacramento, California. Creative Patio Awnings and Design (CPAD) was instituted by the founders’ dream to provide landscaping designs to homeowners that can be unique, affordable, precise and that can comply with local state and local building codes. Creating a Written Estimate
First, Creative Patio Awnings and Design sales representative must originate a clean written estimate for client on the first visit. This is the initial phase where the prospect is proposed in writing what the contractor is planning to build. For example, this written estimate will specify what materials will be used, true...