Negotiation Article Analysis

Topics: Negotiation, Dispute resolution, Mediation Pages: 3 (841 words) Published: December 11, 2012
Negotiation Process Article Analysis
Organizational Negotiations

Negotiation Process Article Analysis
The several negotiation strategies include collaboration, accommodation, competition, and avoidance (Lewicki, Saunders, & Barry, 2006). Depending on the situation, one strategy may be more effective than another strategy. Two such instances in which different negotiation strategies were applied are Negotiating New Vehicle Purchases (Craver, 2005) and Town Settles Mall Suit (The Daily News of Newburyport, 2010). A review of each article, including the application of negotiation strategies and a compare and contrast analysis, will highlight the differences from each scenario. Article One

In Negotiating New Vehicle Purchases (Craver, 2005), the competitive strategy is used. The article walks through six negotiation stages encountered when purchasing a car. The goal of the article is to prepare the buyer for the dealership’s tactics and maximize the buyer’s negotiation power. The first negotiation phase begins before entering the dealership by determining the true dealer cost for a vehicle. The second negotiation phase begins the discussion with a salesperson over price. The third phase reviews how to react when the sales manager rejects the offer and the salesperson attempts to raise the agreed-upon price. The fourth phase begins negotiation over trade-in values, when applicable. The fifth phase moves into negotiation financing, and the sixth and final phase is negotiating any add-on dealer fees. At the end of the negotiation, the buyer is poised to emerge with the highest return on the smallest investment. Article Two

In Town Settles Mall Suit (The Daily News of Newburyport, 2010), the Seabrook Planning Board used a combination of the avoidance and collaboration strategies. The article lists the events leading to a negotiation in which Developers Diversified Realty (DDR) wanted to purchase 47 acres of land to build a mall. The DDR had...
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