HR595 Negotiation Skills Week 6 You Decide
HR595 Negotiation Skills
Week 6: You Decide
June 14, 2015
Keller Graduate School
Dr. Burnell Carden
1. What is the appropriate negotiation strategy that would be most advantageous for Sharon and Jim in this scenario, distributive or integrative bargaining? List and describe the factors that should be considered in making this determination?
In this scenario, Sharon and Jim would need to utilize integrative bargaining to ensure that they would be able to accommodate the needs of the position and the strict guidelines that must be adhered to. Also, using this method it will allow for the both of them to come to a common ground and listen to each other to see what will please him as well as the company. With integrative bargaining, the main goal is to achieve the win for both parties within the negotiation process. The text states that there are several key factors that should addressed in order to gain the win. One must creating a free flow of information, attempting to understand the other negotiator’s real needs and objectives, emphasizing commonalities between parties, and searching for solutions that meet the goals and objectives of both parties.(Lewicki, Saunders, Barry 2014). Creating a free flow of information allow Jim and Sharon to become creative in finds ways to communicate ways that his degree, knowledge and experience, that he has gain from other competitors can help Sharon and the company as a whole. In the negotiation process, it is important to understand the other party’s real needs and objectives so that everyone is clear on what the other expects and how they can both take advantage of a win-win situation. They must also search for solutions that are fair, ethical, firm yet flexible enough that the parties can see the benefit that can come from the negotiation.
2. What are HR’s interests in this scenario, and what would be the potential negotiation strategy between the Accounting Manager and HR assuming