Negotiation Strategy

In: Business and Management

Submitted By gambitbt
Words 1107
Pages 5
Negotiation Strategies Paper
Michael-Paul Battle
MGT/445
April 28, 2011
Rodney Cooper

Negotiation Strategies Paper Winston Churchill once said, “However beautiful the strategy, one should occasionally look at the end results.” Although this is implied toward war, one can apply it to the art of negotiating. Negotiators use different tactics and strategies when trying to achieve a desired result. To understand how strategies in negotiating affect the outcome of the results, two articles that employ different negotiation strategies are reviewed and discussed. The discussion includes the negotiation processes used in the selected articles, a comparison and contrast between two strategies, and how those strategies can be applied to MHMG Cardiology Southwest.
Negotiation Strategies
Integrative
Many people would agree trust is earned. When a negotiator is looking to earn trust during a deal, they are building a relationship with the other party in hope of continuing to do business later down the line. Building a relationship is one aspect of integrative negotiation-a process often seen as ‘win-win’ situations involving two or more issues to be negotiated (Negotiation Experts, 1996-2010). One example of integrative negotiation is the negotiation that took place between a Navy contractor and a shipyard in Greece. Because of political differences, the shipyard had not done work on U.S. Naval ships over two years (Wengrowski, 2004). The ship in question received critical damages that totaled $40 thousand, and the contractor had only $15 thousand on hand. The contractor could negotiate a deal with the shipyard during a rough time and save the Navy $25 thousand. In return they could build a relationship with the shipyard and may have opened the door for future naval ships to make a pit-stop and receive repair services.

Distributive Distributive…...

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