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Collaborative Negotiation

In what ways do you see managers using collaborative negotiation with employees who may be resistant to the change? Please support your 200-300 word response with academic literature.

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1. In what ways do you see managers using collaborative negotiation with employees who may be resistant to the change? Please support your 200-300-word response with academic literature.

In collaborative negotiation, the approach is to treat the relationship as an important and valuable element. It is to set up a win-win situation for all parties involved. In contrast, the competitive approach to negotiation assumes a fixed pie, zero-sum, win-lose situation. In collaborative negotiation, however, it is assumed that the pie can be enlarged by finding things of value to both/all parties, thus creating a win-win situation where both parties can leave the table feeling that they have gained something of value. In a resistance to change scenario, the manager would find ways to engage and involve employees in the decision-making process, which often helps to break down resistance to change in employees http://cfcj-fcjc.org/clearinghouse/drpapers/2005-dra/herman.pdf).

Thus, collaborating is an integrative approach - it looks to what is important to both sides to find a solution. Collaborating is highly assertive and highly cooperative; the goal is to find a "win-win" solution. It is a fair process, which every human being has a need to feel that they are being treated fairly. Using this style can support open discussion of issues, task proficiency, better brainstorming, and development of creative problem solving. Collaborating skills include the ability to use active or effective listening, ...

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This solution explains how managers use collaborative negotiation with employees who may be resistant to the change.

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