Topics: Negotiation, Bargaining, Dispute resolution Pages: 4 (1196 words) Published: March 16, 2014
You Decide Worksheet
Course Section: Negotiation Skills
Date: 02/12/2014


1. What is the appropriate negotiation strategy that would be most advantageous for Sharon and Jim in this scenario, distributive or integrative bargaining? What are the factors that should be considered in making this determination? Integrative bargaining (also called "interest-based bargaining," "win-win bargaining") is a negotiation strategy in which parties collaborate to find a "win-win" solution to their dispute. This strategy focuses on developing mutually beneficial agreements based on the interests of the disputants. Interests include the needs, desires, concerns, and fears important to each side. They are the underlying reasons why people become involved in a conflict. "Integrative refers to the potential for the parties' interests to be [combined] in ways that create joint value or enlarge the pie." Potential for integration only exists when there are multiple issues involved in the negotiation. This is because the parties must be able to make trade-offs across issues in order for both sides to be satisfied with the outcome. Distributive negotiation is like zero-sum or win-lose negotiations (where one party's gain is the other party's loss). It occurs when a fixed amount of assets or resources are to be divided (such as between a management and a union) in situations where there is no understanding between the negotiating parties on the major issues. It is better to adopt integrative strategy in this case a Jim will become a part of this organization and should not feel that he did not get what he deserved, It is important for both of them to be satisfied from this deal. Felling of being underpaid may make him not accept the offer and if he accepts he may not give his hundred percent.

2. What factors do you feel will contribute to the Accounting Supervisor and her Manager in determining the salary that Jim should be offered as a new...

Citations: How To win any negotiation without Raising your voice, losing your cool or coming to Blows
Mayer, Robert. Franklin Lakes, NJ : Career Press. 2006. eBook. , Database: eBook Collection (EBSCOhost)
Siccessfully Negotiating in Asia
Low, Patrick Kim Cheng. New York : Springer. 2010. eBook. , Database: eBook Collection (EBSCOhost)
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