Negotiation

Negotiation

Question 1

Yesable proposal represent the form of the proposal that can be accepted and executed by both parties. In such case, both parties try to negotiate on specific terms with mutual agreement. Contentious negotiation focuses on one of the key issues in negotiation research: the need to understand why, when faced with tasks that offer the possibility of maximizing joint gains, individuals often behave competitively and work towards maximizing individual gains (Thompson, 2005). Research shows that value of using this approach results in situational and dispositional variables predispose individuals to either cooperate or compete. This predisposition influences the strategies that individuals select; and the choice of either a more competitive or cooperative style of bargaining influences whether individual or shared outcomes maximize (Shell, 2006).

Question 2

Social identity theory posits that strong and dominant group attitudes will promote assimilation attempts by both in-group and out-group members (Shell, 2006). In intercultural encounters, resistance or acceptance is based on the strength of negotiation and an individual's assessment of dominant opinions and perspectives. The idea with this approach is that power and negotiations are part of all beholders and whatever routes are devised they need to have the support of everyone in the negotiation. This approach helps to achieve this, but also links it to optimal decision-making through microeconomics and mathematical modeling (Zartman, 2001).

Consideration must be given to factors internal and external to the beholder. Power is determined by the number of alternatives available to an individual, should a particular negotiation break down: the more available alternatives, the greater the negotiator's power (Thompson, 2005). A well-known example of this type of power is reflected in the description of markets as either buyers' markets or sellers' markets. Power rests with the individual or group that holds the greatest range of alternatives. Contentiousness further increases when negotiators are accountable to others for their outcomes, when there is no expectation of future interactions, and when negotiators are explicitly encouraged to compete.

Question 3

Tactics that represent information exchange identify and define priorities and limits should dominate the initiation stage, and decrease thereafter (Shell, 2006). Two types of tactics can be used to tackle the dirty tricks during negotiations to attempt to gain an advantage over the other party. These include distributive tactics, Distributive tactics, aimed at determining how resources will divide, should show an increase over time and peak in the final resolution phase (Thompson, 2005). Tactics that specifically ...