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Running head: REVIEW QUESTION 1 P.

203 CHPTR 5

Review Question 1 P.203 Chptr5

Renee Pressley
March 1, 2015
Cardinal Stritch University
Instructor Stephen Ives

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1. What are three key elements to a negotiation situation that should be evaluated
before bargaining begins?
a. The three key elements to a negotiation situation that should be evaluated
is information, time and power.
b. Information- the more information one has the better he can negotiate
and set himself up for a more positive outcome. Time- important because
timing is everything. Timing could mean not coming to an agreement in a
specific time period which in some cases can force a difficult decision or
render in a negotiators favor to produce a better outcome. Timing can
significantly alter the outcome of a negotiation. Power- Having
supremacy over a situation can be in a negotiators favor. However, the
negotiator must keep in mind that this power can and eventually will shift
gears in the future and therefore, the negotiator must keep this in mind and
maintain a positive relationship with other negotiators involved.
According to the authors of Labor Relations and Collective Bargaining
Private and Public Sectors, the most single piece of information in a
negotiation is the BATNA and WATNA, the best or worst alternative to a
negotiation settlement (Carrell and Heavrin, 2013, p.198). Understanding
both may produce an increase in bargaining power as the negotiator is
more aware of whats at stake for both parties involved. Collective
bargaining typically involves one or two strategic approaches:
Distributive- a negotiation that includes a division of something and often
times one party gets more than half of its share. In addition, this
bargaining technique is typically focused on the negotiation going on at
that very moment and not necessarily the future. If this approach is taken
during the bargaining process, this is the only approach that will be used
by both parties involved.
Integrative- the cooperative approach when negotiating and often referred
to as a win-win because it focuses on reaching an agreement that both
parties are most comfortable with.

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c. Explanation of my rationale- Having information, time and power is the
key to negotiating. The more information one has the more he or she can
influence others into getting what he or she wants. The more I know about
my colleagues wants and needs, the better I can anticipate and react to
their requests. By putting time restraints in place this helps to move along
the discussion. If nothing else, it creates a since of urgency to get matters
resolved. Power is everything when it comes to negotiating. Having
supremacy over another can be the determining factor of whether or not
they agree or disagree, comply or condemn. Power in some essence can
create a fear factor and therefore, be used in ones favor.

Reference
Carrell, M. R., & Heavrin, C. (2013). Labor relations and collective bargaining: Private and Public
Sectors (10th ed.). Upper Saddle River, NJ: Pearson/Prentice Hall.

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