Negotiation Strategy Analysis

Topics: Negotiation, Dispute resolution, Collective bargaining Pages: 3 (938 words) Published: February 13, 2013
Negotiation Strategy Article Analysis
Negotiations are handled differently by everyone. Some Negotiators are more passive and others extremely direct. Some love the bargaining process and begin the offer extremely low or high for the purpose of playing the negotiating game with their opponent. Others just prefer to have their best cards on the table with a take it or leave it attitude. Negotiators should learn when and how to use different negotiating styles. After all, negotiations play a huge role in business today. Two main negotiating strategies exist; non engagement and Active engagement. Both strategies will be discussed thoroughly to assist in identifying how different strategies may be used in business. “The California State University faculty has overwhelmingly approved a new four-year labor contract, ending more than two years of contentious bargaining with the administration” (Hoag C., 2012). The contract did not meet all that was hoped for; however, for the most part the amount taken from faculty was greatly diminished. Although, no pay raises will be granted for four years, finally settling on an agreement seems to put most of the faculty at ease. The contract was approved by approximately 91% of members. Faculty recognizes that public employee unions have it far worst and are grateful that they have managed to preserve much of what they have. Although these negotiations started as long and contentious bargaining, in the end the strategy used shifted to more of a non-engagement strategy. As the faculty realized the offer being given was much better than most are offered within their field they avoided further negotiations. They have been working without a contract for the last 2 1/2 years, which plays a role as well on the avoidance of further negotiations. According to (Lewicki, Barry, and Saunders, 2006), Alternatives can influence the usage of this strategy in different ways. If the negotiators has a strong alternative they will likely avoid...
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