Introduction
The art of dialog has evolved throughout the years with the development of theories and practices, which moves beyond competitive negotiations and towards real number world problem solving (Cronin-Harris, ¶ 1). Interest based bargaining, know as problem solving, stomachs the interested parties to review their underlying interests versus an confidence of their positions and demands (Cronin-Harris, ¶ 1). In doing so, both parties will search for solutions which meets those underlying interests, charm making concessions consistent with their respective needs and concerns (Cronin-Harris, ¶ 1).
In this paper, I will review two negotiation situations that employ contrastive strategies. I will describe the two negotiation processes used, examine and contrasting them against one another. In addition, I will likewise discuss how these strategies might apply in the workplace setting.
Situations
In a situation described by Dr. Bob bump into (2009), most foreign companies fail in negotiating a melodic phrase deal in China because they failed to do their explore, being extemporary (¶ 1). Preparation requires the negotiant to do research.
In doing research the negotiator will have a better understanding of the foresee party, in this the Chinese, in hopes of identifying what they really want from the agreement. Additionally, research would allow them to better understand the Chinese culture, understanding the counterparts expectations, habits and basic fundamentals in which the Chinese culture conducts business. Lastly, research would have allowed the foreign negotiator to understand how important the Chinese weigh the development a trusting relationship, prior to go into into a business transaction.
In another example, Michelle LeBaron (2003) that stated that U.S. approaches to negotiation rely heavily upon individual values, imagining self and other as autonomous independent, and self-reliant, which may cause its failure (¶...If you want to push a full essay, order it on our website: Orderessay
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