Understanding Management
11th Edition
ISBN: 9780357033821
Author: Richard Daft
Publisher: South Western Educational Publishing
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Chapter 9, Problem 2AYSCFCA
Summary Introduction
To determine:
The view supported by you, if you were the HR manager.
Introduction:
There are two main types of the social contracts; the Old social contract and the New social contract. The Old social contract considers the workplace as a family and employees as family members. The management takes care of employee's interest first and employees show loyalty and commitment in return to the organization.
The New social contract focuses more on trust rather than loyalty, employees are self-motivated and employees are more likely to move from one company to another because job decisions are based on cultural knowledge and specific skills.
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What defines the bargaining zone in a negotiation?- The bargaining zone, or the zone of possible agreement (ZOPA), is the scale of acceptable outcomes in a negotiation. At one end is the lowest price/ set of terms one party is ready to accept, and the other end of the scale is the highest price/ desired terms of the negotiation. Typically, each party starts on either side of the scale at the beginning of a negotiation. Successful negotiations meet in the middle of this range of acceptable outcomes, resulting in a mutually beneficial agreement (Thompson, 2020).
How does a positive or negative bargaining zone affect the outcome of a negotiation and one's BATNA? - The bargaining zone (ZOPA) directly impacts the strength of one's BATNA (Best Alternative to a Negotiated Agreement). A strong BATNA provides leverage to negotiate better terms in a positive bargaining zone, where the buyer's maximum exceeds the seller's minimum (Thompson, 2020). The negotiator can push closer to their…
How does a positive or negative bargaining zone affect the outcome of a negotiation and one's BATNA? Provide a real life example.
Chapter 9 Solutions
Understanding Management
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