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    the negotiation process

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    Using the Electronic Reserve Readings link for the course, the Internet, and/or other academic and peer-reviewed sources, find at least two articles that describe a negotiation situation that employs different negotiation strategies.

    Prepare a paper in which you describe the negotiation processes used in the selected articles. Then, compare and contrast those two different strategies and how they might apply in your work setting.

    Use APA formatting style and be sure to correctly cite your references, including your textbook, in your paper.

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    Solution Preview

    In the first article, the negotiation between two automobile companies and the United Auto Workers relating to abolition of job banks is described (Bennett. J & Terlep. S 2009). In this article the management of Chrysler has negotiated a deal with the United Auto Workers to close down its job banks. Job banks are created when production is curtailed or closed down. The existing workers are not fired but are placed in job banks. The workers placed in job banks get 80% of their salaries with a large part of their money being paid by the company and the difference being paid from federal unemployment contracts. The negotiation strategy used by Chrysler with United Auto Workers to close down the job banks is that Chrysler has gone in for a government loan essential for its survival and pursuant to the conditions of the loan; Chrysler must close down its job banks. The management has even used the government deadlines to speed up the process. The basic strategy is that unless the job bank is closed down, Chrysler will not be able to avail itself of government loan. The negotiation strategy used in this case by Chrysler management is that of focusing on interests and not positions. It is in the interest of United Auto Workers to focus on interests, not position. Chrysler has pointed ...

    Solution Summary

    Negotiation process is discussed in great detail in this solution.