Negotiation Situation that Employs Different Strategies
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Find at least two articles that describe a negotiation situation that employs different negotiation strategies. Describe the negotiation processes used in your selected articles. Compare and contrast those two strategies and how they might apply in a production manufacturing setting.
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The solution provides a negotiation strategy article analysis.
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Please refer to the attached file for the response.
There were two articles read and analyzed:
1. Negotiation Conflict Styles
by Calum Coburn
2. Detecting Lies in Negotiations
by Steve Jones
In the first article, the author mentioned that there are several negotiation styles that may be used. Two of the styles he mentioned are collaborating and accommodating. However, according to the author, there is no such thing as best negotiation style. What may be used will vary depending on the situation.
1. The collaborating style is also called "I win, you win" style of negotiation. In this style, the objective of the negotiator is that both parties will gain from the negotiation.
This style of negotiation has high concern for substance or value of the negotiation, and also high desire of getting "what I want". The realization of the negotiation is so much of the value to the person initiating the negotiation. He is after his own gains and the gains of the other party.
The negotiator has high concern for relationship, especially long term relationship, and also high desire for letting others "get what they want". Maintaining a good relationship is really of high value to the person initiating the negotiation. To him, this would contribute much to business performance. It would also contribute much to the ability of the firm to remain business.
This style is ...
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- Bachelor of Science in Business Administration, University of the Philippines
- Master in Business Administration, Saint Mary's University
- Doctor of Philosophy in Education, University of the Philippines
- Doctor in Business Adminstration (IP), Polytechnic University of the Philippines
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