Integrative Negotiation: Business Negotiations

Topics: Negotiation, Jerry Seinfeld, Elaine Benes Pages: 5 (712 words) Published: May 12, 2015


Integrative Negotiation
Andrea Stevenson
Grantham University
BA303: Business Negotiations
Marcus Ellison

Carnevale presents eight completely different ways for achieving integrative agreements within the Circumplex, which I tend to discuss in the following. Solutions move from easier, distributive agreements to additional advanced and comprehensive, integrative ones, and there are many methods to finding joint gain. I will be illustrated all the methods by example of Alex and John, the two partners running a successful organization having eight employs as well. The partners decided to find their new office because some of their clients are downtown and some are within the suburbs. Alex prefers the downtown location because of its less floor house however may be a more prestigious address. Whereas its offices are smaller, its location is equal from wherever both partners live. John prefers the placement within the suburbs because of a lot of floor house and bigger offices, and it's newer. It’s additionally set nearer to John’s house, however farther from Alex’s. Compromise

A compromise resolution that will not additional the interests of either Alex or John would be to remain in their current location and to keep up the established order. Compromises aren't thought of to be a decent integration strategy apart from circumstances wherever parties are terribly entrenched and it's unlikely that a additional comprehensive agreement is feasible. Logroll

Successful logrolling requires the parties to find more than one issue in conflict and to have different priorities for those issues. For instance, the organization may lease the downtown location and give John the larger workplace. Alex would get her most popular location, that is additional necessary to her, and John would receive higher operating house, that is additional necessary to her. logrolling is a smaller amount probably in a very series of negotiations once the negotiator believes that there's a better likelihood that the negotiator representing the opposite firm are going to be modified in some other person. Modifying

While increasing the resource pie could also be enticing, it doesn't continually work as a result of the atmosphere might not be plentiful enough. For example, the organization may not have enough demand for its services to have two offices. A related approach is to modify the resource pie. But if organization could begin a replacement service and provide data technology consulting or web based promoting consulting additionally to its ancient business consulting. During this case the resource pie is changed in an exceedingly thanks to support gap offices each downtown and within the suburbs. Expand

A simple solution is to add resources expand the pie in such a way that both sides can achieve their objectives. For example, if the organization could lease offices each downtown and within the suburbs to serve each sets of its purchasers. A projected enlargement of the business may purchase each leases. In increasing the pie, one party needs no info concerning the opposite party except her interests; it's easy thanks to solve resource shortage issues. Additionally, the approach assumes that merely enlarging the resources can solve the matter. Thus, leasing each location would be a awfully satisfactory answer if Alex and John liked each locations and wished to expand their business. Cut the Cost

Through cost cutting, one party can achieve her objectives and the other’s costs are minimized if she agrees to go along. If the organization could arrange to lease within the suburbs and supply Alex with a travel grant, a brand new company automotive, and a reserved parking zone, in this case John gets her most popular location, whereas Alex’s prices for agreeing to the new workplace location area unit reduced. Nonspecific Compensation

Another way is to come up with alternatives is to permit one person to get her...


References: Carnevale PJ (1995) Property, culture and negotiation. In: Kramer R, Messick DM (eds) Negotiation as a social process, pp 309–323 1
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