Quarter One Assignment 2

docx

School

University of Nairobi *

*We aren’t endorsed by this school

Course

4013

Subject

Management

Date

Nov 24, 2024

Type

docx

Pages

Uploaded by MegaMule2426

1 Quarter One: Assignment 2 Jerri Yeager Texas Woman’s University MGT 4013 Alt Dispute Resolution Professor Morgan September 17, 2023

2 Quarter One: Assignment 2 Question 1 Distributive bargaining operates under the assumption of a predetermined quantity of negotiable resources, where one side aims to secure a much larger portion than the other. Both parties want to get the most favorable outcome for themselves. Question 2 The rationality method utilizes rational and logical information to appeal to the opposing party's logical reasoning. The ingratiation method involves presenting oneself as nice to the other party to enhance their receptiveness and willingness to accept your ideas. Coalition building involves the negotiator establishing an alliance with others when they perceive a lack of sufficient bargaining power, enhancing their influence through collective strength. Quid pro quo is a negotiation approach that operates on the principle of reciprocity, where one party agrees to provide a favor or benefit in exchange for receiving a blessing or benefit in return. Upward appeal is a strategic approach that entails seeking the endorsement or backing of someone in a higher position. The assertiveness method entails adopting a strong and persuasive approach to advocate for your views, persistently presenting them until others are persuaded that your ideas are a superior choice. Implementing sanctions is a forceful strategy that leverages authority to attain the intended outcome. Question 3 Hardball tactics are employed to compel the opposing side to yield. To adequately prepare for such a negotiation, it is essential to possess a comprehensive understanding of various negotiating strategies, encompassing both advantageous and disadvantageous approaches. An effective strategy for countering aggressive negotiation is to proactively establish

3 a friendly rapport with the opposing side before the negotiations. Individuals are less inclined to exploit someone whom they perceive as a friend. Another strategy for countering aggressive methods is to pretend to be uninformed or to show comprehension. Suppose the opposing party perceives that their intimidation tactics are ineffective due to your lack of understanding. In that case, they can choose to cease their efforts while in a favorable position. Question 4 The identification of value, the desired target, and resistance points, as well as the establishment of the opening offer, collectively shape the parameters of the negotiation and significantly influence its final outcome. Each of them plays a crucial part in determining the overall outcome of the agreement, whether it succeeds or fails.

Your preview ends here

Eager to read complete document? Join bartleby learn and gain access to the full version

Access to all documents
Unlimited textbook solutions
24/7 expert homework help

4 References DeMarr, B. J. & De Janasz, S. C. (2019). Negotiation and dispute resolution (2nd ed.). Chicago Business Press

Related Documents

Individualized Learning Plan (ILP) Proposal.docx

Order 5371758 (1).docx

6-7 Discussion Adaptive Leadership Toolkit Competency Selection.docx

JUS 515 Topic 2 DQ 2.docx

12.docx

BSBLDR522 - Manage people performance.docx

BUSI7770 DB4 Reply 1 Joge.docx

week 5 project.docx

Assessment I - Team Effectiveness v1.1.docx

BSBINM601_Task_2_pravesh..pdf

COMPETENCY BASED ASSESSMENT NIssan.docx

MGT404-Assignment-3.docx

Recommended textbooks for you

Practical Management Science

Operations Management

ISBN:9781337406659

Author:WINSTON, Wayne L.

Publisher:Cengage,

Purchasing and Supply Chain Management

Operations Management

ISBN:9781285869681

Author:Robert M. Monczka, Robert B. Handfield, Larry C. Giunipero, James L. Patterson

Publisher:Cengage Learning

SEE MORE TEXTBOOKS

Recommended textbooks for you

Practical Management Science
Operations Management
ISBN:9781337406659
Author:WINSTON, Wayne L.
Publisher:Cengage,
Purchasing and Supply Chain Management
Operations Management
ISBN:9781285869681
Author:Robert M. Monczka, Robert B. Handfield, Larry C. Giunipero, James L. Patterson
Publisher:Cengage Learning

Practical Management Science

Operations Management

ISBN:9781337406659

Author:WINSTON, Wayne L.

Publisher:Cengage,

Purchasing and Supply Chain Management

Operations Management

ISBN:9781285869681

Author:Robert M. Monczka, Robert B. Handfield, Larry C. Giunipero, James L. Patterson

Publisher:Cengage Learning

SEE MORE TEXTBOOKS