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Negotiation Essay

835 words - 4 pages

For our in-class exercise, we were given cases and scenarios where we role-played and negotiated with one another. For each group/pair, we were all assigned the same cases. It's interesting because each group still ended with different results and agreements. This is where the important role of negotiation comes in. Negotiation is a process that involves parties trying to agree on how to best allocate resources that work for both sides (Robbins 222). For working with negotiations, most parties want to gain as much as they could without putting out as much. However, this strategy of distributive bargaining means there will always be one party that loses at their own expense. This in ...view middle of the document...

Jones, would ask me questions such as why it was so important for me to have these oranges and what I was going to do with them. She would seek to understand the why and how and the logistics of my own plans with the ugli oranges. When I was asked what was the level of urgency I needed the oranges, at first I felt a bit attacked, but this pushed me to be more assertive on how I needed the oranges to prevent further chemicals spreading and damaging people's health. A part of me felt that the more I disclosed to her, the more convincing it seemed that I needed the oranges more than her. I felt that every piece of information I had regarding my case was vital to my argument in needing and attaining the oranges. This high use of information sharing is definitely part of integrative bargaining.
For distributive bargaining to work, a good strategy is to aggressively make the first offer (Robbins 223). However, it seems that none of us were willing to put a first offer on the table if we knew the other party wasn't willing to accept it. Hence, we naturally resorted to integrative bargaining and gradually reached an agreement through the give-and-take process. For our negotiation process, the clarification and justification portion took up the most deliberation and time. Even if I did walk in with a "set in stone" plan of exactly...

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