Question

Compare and contrast the distributive bargaining and integrative negotiation situation. Identify the strengths and weaknesses of each method, and how they affect the negotiation process. (A minimum of 300 words is required for this essay).

Identify and explain the kinds of tactics in negotiation that might be considered as ethically questionable. Why do negotiators use these tactics? What are the motives and consequences of using such tactics? (Be as detailed as possible. A minimum of 300 words is required for this essay).

Discuss the role of mood and emotion in negotiation process, and examine the effects of positive and negative emotions in negotiation. (Be specific, and provide a minimum of 300 words this essay).

Analyze the influence of culture on negotiation from the research perspectives. What are the effects of culture on negotiation outcomes, on the process and information flow, and the effects of culture on negotiator ethics and tactics? (Be specific, and provide a minimum of 300 words).

Evaluate why power is important to negotiators, and how to best deal with negotiators who have more power. (Be detailed, and provide a minimum of 300 words)

Answer 1

Answer:

1.)

The negotiation situation includes two main approaches and this includes distributive bargaining and integrative negotiation. These are helpful in important certain contexts and its usage depends on the goals.

Distributive bargaining: In this case goals of one party are against the other one and this gives rise to conflict. It creates win lose situation. There is stress on every care that wants to win in the conflict and wants to be the best.

Integrative bargaining : This approach focuses on concentrating on finding a situation that is a win for the parties that are part of the conflict. It is necessary in this negotiation situation to have a common goal and respect positions of both the parties.
There is no stress on respecting the positions of each other in distributive bargaining. In doesn't even focus on having common goals like integrative bargaining.
There is good amount of trust and mutual communication in integrative bargaining. That is important for talks.

2.)
Ethics is placed importance in negotiation. In fact there is a legal term called negotiation ethics that prevent from making any fraudulent misrepresentations. Negotiations are important part of the business deal and the tactics used in negotiations need to be checked and judged well.
The use of tactics like corruption and justifying its use by stating that is acceptable in the country where negotiation is happening is ethically questionable. These tactics like corruption are part of manipulation under the pretext of cultural trait.
The tactics like disrespecting the cultural practices of another country for showing power in negotiation is also considered ethically wrong.
Other tactics would be bribery as part of goodwill policy and justified as cultural act and business practice. This is ethically questionable.
Negotiations usually use the tactics as a manipulative tool for their own win situation. It becomes a desperate call to full fill their goals and in this process any tactics are used that are even ethically wrong for its fulfillment.
There may be intrinsic motives that are not concerned around respecting both the parties. Only benefit of one party in this case is taken into account as a primary motive for using such tactics.

3.)
Mood and emotions do play a big role in negotiation process. the ability to sway the negotiations to a favourable outcome is dependent on reaching a point agreeable to both parties.
What is agreeable is dependent on several factors.
What is the best out come.
What is the next best option
How much can the party give up.
And all these are logically decided but these decisions are either glorified or diminished by the state of mind the decision maker is in.
And mood plays a huge role in glorifying the outcome and clouding the logical thinking.
Similarly very positive and very negative emotions are stumbling blocks in logical decision making process, during these states of mind it is easy for the other part if it in right balance to give reasons and justifications which suits the mood and emotions. if for example the party is too upset of some other reason, trying to cheer up with the outcome, showing it will be able to help overcome the other results, And this might actually persuade him as logically his state of mind is weak.
S, emotions prevent logical reasoning and gives scope for others to take advantage and so have an upper hand in negotiations.
Similarly there are other emotions that make the mind sharp and attentive, and hence gives a boost in better decision making.

4.)

• Contract vs relationships : Some cultures want to move ahead very fast to get it signed across dotted line. they have a limited aim in mind there can be another set of people who are evaluating the opportunity from a lifetime perspective. Hence both may be approaching it in a different it in a different way. An american who is "result oriented" may want the other party to sign on the dotted line quickly while an Indian may be taking up his time to decide weather he is the guy with whom I can work long time.
• Negotiation attitude: Winners take it all vs Win : There is a different between cultures on this aspect. For some cultures, negotiations is skill of taking the largest share of pie and it may be fair for them.. A different culture may consider it selfish bash or it may put them off to deal.
• Formal vs Informal: Some cultures are informal as far as titles, designations saluations, calling people on the first name basis etc. is concerned while other cultures may be quite formal in this aspect. Calling an American on first name basis is to bring relationships closer. However calling a japanese by first name may seems to be offensive.
• Format of agreement: General vs Specific: Contracts for a few cultures may be a piece of paper and for others it can be a document which will guide their behaviour to the T. An old Indian business houses may never refer to the contract again even after decades and it may be shocking for them to realise what was agreed upon and what has been evolved over a period of time with mutual understanding while for a german it might be highly discomforting. He may be at wits end to understand how someone can violate a contact so flagrantly?
• Direct vs Indirect Communication: A few cultures may give you a very vlear cut answer on your proposals and some may communicate it through gestures subtle behaviour etc. Some cultures are pretty bad at breaking negative news and may be giving hints while some are more than ready to share the feedback.
• Leader vs team: Many cultures prefer to negotiate in groups. A single person will be representing the whole group and he will do back and forth many times. To the other party which believes in dealing with a single person may interpret it as a sign of insincerity.
  Hence these differences may lead to many different outcomes.

5.)
Negotiation is a process by which agreement has reached between the parties while avoiding argument and disputes. In negotiation the one with power has upper end and drive the whole process in its power. There are three main sources of power in a negotiation. these are best alternatives to a negotiated agreement (BATNA). Role power and Psychological power. BATNA power is usually cultivated by creating a string alternative outside the negotiation table. Role power comes from a strong role or position such as high designation in society or Organisation. Psychological powers comes from feelings and mental preparedness that an individual is powerful and has upper hand in negotiation. The power is critcal in improving the outcomes of negotiation thus while negotiation with aggressive in its approach and less likely to give up when confronted with setbacks and obsticals. The powerful are not easy to manipulate. it is always tricky to negotiate a deal with powerful negotiator. the person's has understand all the value that powerful negotiator can use while negotiation. It's always important to understand the values that powerful negotiator is looking for and prepare around that only. A good amount of homework and preparation is requried while negotiation with a power negotiator. the most important strategy is to listen well which the trust and pose question that encourage the other party to defend their position. One need to be flexible while negotiating with powerful negotiator and maintain its clam. remember the value that brings an individual on negotiation table because a powerful negotiator needs it.