Case Study

Good Essays
Negotiation Strategies Articles Analysis University of Phoenix MGT/445 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



References: Borisova, L. (2009). Values as a Managerial Tool. Management of Organizations: Systematic Research, (52), 7-19. Retrieved from Business Source Complete database. Hovey. D. (2010). Accounting Principles. Accounting journal for small business 87(9),123. Retrieved from Business Cource Complete database Mann, L., Beswick, G., Allouache, P. & Ivey, M. (1989).  Decision Workshops for the Improvement of Decision-Making Skills and Confidence.  Journal of Counseling and Development, 67(8), 478. Retrieved from Business Source Complete database

You May Also Find These Documents Helpful

  • Better Essays

    City of Middlevale

    • 1798 Words
    • 8 Pages

    Lewicki, R.J., Barry, B., & Saunders, D.M. (2006). Negotiation (5th ed.). New York, New York: McGraw-Hill.…

    • 1798 Words
    • 8 Pages
    Better Essays
  • Good Essays

    Besides the strategies chosen, there are several kinds of negotiations. Multi-attribute Negotiation presupposes the discussion of many issues included in the contract at the same time (Li, Giampapa, and Sycara, (2005). Bilateral negotiations oversee the two-sided…

    • 1163 Words
    • 5 Pages
    Good Essays
  • Powerful Essays

    Discussion1

    • 1498 Words
    • 6 Pages

    Review Chapter 8 in your course text, The Dynamics of Conflict Resolution, and pay particular attention to the approaches of negotiation (distributive, integrative, interest-based, and positional).…

    • 1498 Words
    • 6 Pages
    Powerful Essays
  • Powerful Essays

    Getting to Yes! Book Report

    • 4532 Words
    • 19 Pages

    Getting to YES, Negotiating Agreement Without Giving In is an excellent book that discusses the best methods of negotiation. The book is divided into three sections that include defining the problem, the method to solve it, and possible scenarios that may arise when using these methods. Each section is broken down into a series of chapters that is simple to navigate and outlines each of the ideas in a way that is easy for any reader to comprehend. There are also several real life explanations for each issue that make the concepts easier to apply and understand. These ideas are reflective of a method developed by the Harvard Negotiation Project called “principled negotiation”. This method combines the two ideas of soft and hard negotiation in a way that looks at the negotiation objectively and separates the negotiator from the issue. By looking at the negotiation and separating personally from it, the best outcomes for both parties are likely to occur. To further explain, below is an outline of the principled negotiation method divided in the same manner as the text with real life applications of these methods and how they can benefit my professional life personally.…

    • 4532 Words
    • 19 Pages
    Powerful Essays
  • Better Essays

    Bus 340 Assignment 3

    • 2349 Words
    • 10 Pages

    The purpose of this paper is to demonstrate the need for an effective negotiator to plan, organize, direct, and control a negotiation. This paper will describe the skills and behavior needed for effective negotiations. An understanding of various negotiating strategies or tactics and how they can be applied in varying types of negotiations will be demonstrated. Technology and information resources will be used to research issues in business administration.…

    • 2349 Words
    • 10 Pages
    Better Essays
  • Satisfactory Essays

    How to do well and reach the original goal with agreement during negotiation is long-term question in my mind. Before this topic learning, I knew a little about and scarcely use those influence tactics during negotiation.…

    • 258 Words
    • 2 Pages
    Satisfactory Essays
  • Satisfactory Essays

    Negotiation Plan

    • 318 Words
    • 2 Pages

    Negotiating is the art of convincing the other side that you should get what you want. Knowing what you want from a negotiation is only a small part of what it takes to be prepared. The key to success is knowing how you are going to get what you want (Egan, 2008). This outline will indicate a negotion plan from the position of Washington Bullets Manager, Wes Unseld, in the negotiation battle between NBA Basketball Star, Juwan Howard, Miami Heat General Manager, Pat Riley, and Howard’s agent, David Falk.…

    • 318 Words
    • 2 Pages
    Satisfactory Essays
  • Powerful Essays

    Contract Negotiation Paper

    • 5201 Words
    • 21 Pages

    ABSTRACT Integrative bargaining is a highly effective means of negotiating an agreement. However, it is also an underutilized method. Although there has been a recent focus on the topic in the past thirty years, the factors which deem it beneficial are still little understood. What this paper attempts to set forth is an explanation of why integrative bargaining is a successful and desirable method of negotiating. With a better understanding of why integrative bargaining is effective, negotiators may be better able to utilize this method to its full potential. This paper culminates with a suggestion on how to best exploit this new understanding. Research up to this point has suggested that integrative bargaining is desirable due to the increasing the pie rationale. The contention set forth in this paper is that there are alternative factors driving integrative bargaining. Exploration of this theory begins with an analysis of whether integrative bargaining is driven by the interjection of equity principals into what was traditionally a law driven enterprise, that of negotiation. It is argued that the stability of contract which results from an earlier application of equitable principals in the negotiating process is just as crucial to integrative bargaining as the desire to increase the pie. With this conclusion, it becomes apparent that solutions which encourage integrative bargaining will result in more stable contracts. The increased stability rationale holds true even where there is no increase in the fixed sum negotiation. Integrative bargaining is thus shown to be desirable in all cases. To encourage the stability of contract, this paper concludes with the suggestions that mandatory disclosure laws be adopted to help encourage the use of integrative bargaining.…

    • 5201 Words
    • 21 Pages
    Powerful Essays
  • Satisfactory Essays

    Article Analysis Paper

    • 340 Words
    • 2 Pages

    The negotiations are carried out for several weeks and the participants can either extend or terminate the negotiations. All communication is done through the Inspire system, thus allowing the exchange of unstructured and structured information. The Inspire system offers support techniques for the participants to assess offers as well as counter-offers. The Inspire system also allows the participants to examine the negotiation history in various formats.…

    • 340 Words
    • 2 Pages
    Satisfactory Essays
  • Powerful Essays

    Business Law

    • 1897 Words
    • 8 Pages

    Joshua McVay has just purchased a new home located in Sacramento California. As with most homes, the developer did not complete the back yard landscaping. No lawn, patio, or shrubbery were constructed in the back yard by the developer. The back yard was filled with dirt and is flat. McVay has chosen to contract with John Thomas, an independent contractor to complete a concrete pad in his back yard for a covered patio. McVay chose Thomas after obtaining three different quotes from three different concrete construction masonry companies. Thomas was the lowest bidder between the three companies that McVay surveyed. All of the companies were licensed appropriately and all had more than ten years of experience in the field of masonry.…

    • 1897 Words
    • 8 Pages
    Powerful Essays
  • Good Essays

    In the "Moms.com" negotiation, I played the role of a representative of an international multimedia corporation looking to perform a syndication sale of one of our top rated shows. The corporation had determined that one station in particular provided the best potential for the largest profit. It was my task to "get the best deal possible" with this station. I prepared for the negotiation by creating a spreadsheet, which allowed me to go over multiple package combinations until I found what I thought to be the best deal under the restrictions placed on me by my corporation. After negotiations began, I quickly discovered that my "best deal", was really my best profit, and that this package would not work for the buyer. After discussing our needs & wants, we were able to work out an agreeable deal that turned out to be the best in the class. This paper covers the importance of exchanging information for integrative agreements, and provides ideas on the types of questions negotiators should ask to maximize efficiency.…

    • 1425 Words
    • 5 Pages
    Good Essays
  • Good Essays

    Negotiation Case

    • 637 Words
    • 3 Pages

    In this case, I was playing the role of chief project manager of the Paradise Project, and I was negotiating with my Manager of Artistic Design (Angel) and Manager of Client Contracts and Customer Relations (Elion) in order to resolve the conflict between each of them. Overall, I was satisfied with the final agreement, which paid 3,000 more pesos to Angel and ensured that he would change the color of the tiles and finish the job before the deadline. At the same time, Elion would be helping him get the work done. Because we were able to reach a mutually satisfying agreement, I would like to analyze three aspects of our negotiation process; how I implemented it as a chief manager, what I learned from it, and how I can improve my negotiating skills in the future to achieve even better results.…

    • 637 Words
    • 3 Pages
    Good Essays
  • Good Essays

    Jonathan Luw

    • 579 Words
    • 3 Pages

    When negotiating, creating value for both parties will give each party an understanding how working together will create success for both companies. Negotiation don’t stop once the deal…

    • 579 Words
    • 3 Pages
    Good Essays
  • Powerful Essays

    Going forward I intend to approach my negotiations with a completely different mindset then I previously had. Instead of feeling nervous and uneasy due to the fact I saw negotiations as a competition I wasn’t experienced or knowledgeable enough. Now I feel that while still relatively experience I have the knowledge and the attitude to achieve a true win-win scenario.…

    • 1500 Words
    • 6 Pages
    Powerful Essays
  • Good Essays

    During the negotiation process parties begin with an analysis of their needs, desires and interests. The individual also takes outside issues into consideration such as culture, background and experience. All these information will help the individual form the basis of his/her negotiation which leads them into the planning stage. During the planning stage goals, terms and gains or lost are looked at, all issues that are crucial for the negotiating process (Ezine Articles, 2010).…

    • 1046 Words
    • 5 Pages
    Good Essays

Related Topics