MGT-445 Wk-2 Discussion Questions

What are the stages of negotiation? What are the three most important steps in the negotiation planning process and why? What steps would you add or delete from the negotiation planning process to make it more effective. Explain why.

The stages of negotiation include preparation, relationship-building phase, information-exchange phase, distributive stage, closing stage, and the cooperative stage.  The three most important steps in the negotiation planning process include preparation, exchanging information, and closing.  These are important because the preparation stage includes researching standards and principles by which negotiating parties may reach common ground. Preparation also includes knowledge of your own values on the issue being negotiated as well as knowledge of the perceived needs and values of the other parties involved in the discussion. It is important to be aware of your own bargaining style as well as that of the other party; the exchange of information is the single most important stage because this allows the presenter to frame their responses and set the stage for the argument; closing is the stage where both parties come to the end of their discussion and at this point the best possible combination of terms in a similar time frame.  The steps I wouldn’t add or delete any stages from the negotiation planning process.

What is distributive bargaining? When is distributive bargaining appropriate to use? Explain why. What might be the affect of distributive bargaining on long-term relationships?

Distributive bargaining is a competitive negotiation strategy that is used to describe how to distribute a fixed resource like money.  It is also known as claiming value, zero sums or win lose bargaining.  It is best used in cases where the negotiator wants to maximize the value obtained in a single deal and when the relationship with the other party is not important.  Hence the effects on a long term relationship would be catastrophic as this type of bargaining may end in the dissolution of said relationship.  If a long term relationship is the end result then the persons involved should take an integrative approach to distribution as well as expansion of the pie.

What is integrative bargaining? What are the key differences between integrative bargaining and distributive bargaining? When might integrative bargaining be counter productive? Explain your answer.

Integrative bargaining is a negotiation strategy.  It focuses on developing mutually beneficial agreements based on the interests of the disputants such as the needs, desires, concerns, and fears important to each side. They are the underlying reasons why people become involved in a conflict.  Key differences between integrative bargaining and distributive bargaining are that they are mutually exclusive upon one another.  Integrative bargaining is a good way to make the issue at hand as large as possible, but ultimately the parties must distribute its value through the negotiation process and agree who gets what.  Integrative is actually the last step of distributive bargaining and it may be counterproductive when the parties involve begin to discuss the outcomes and one party determines how much better the other parties plan is compared to theirs and they see the facts presented directly in front of them.