Approaches of Negotiation and their Significance in an Organization

ETHICS

1
Contents
INTRODUCTION......................................................................................................................1
Characteristics of each approach................................................................................................1
Assumptions in each approach...................................................................................................2
Risk in each approach................................................................................................................3
Probable impact on relationships of each approach...................................................................4
Recommendations......................................................................................................................5
Conclusion..................................................................................................................................6
REFERENCES...........................................................................................................................6

2
INTRODUCTION
The purpose of this report is to provide brief information about the approaches of negotiation
and their significance in an organization. The report determines a case analysis under which
the training procedure explains that there is lack of competency in the employees. Resulting
to which, the report explains the best approach in training in negotiation that can be adopted
by Barbara. The report explains comparison between positional based negotiation and interest
based negotiation. It explains the characteristics of different approaches, its assumptions,
risks in both the approaches, probable impact of both the approaches. Lastly recommendation
to choose the best suited approach among both of them; further the competitive positional
approach explains that the manager should hold on to a fixed position or idea of what they
want and stick to it only, regardless of any other underlying interest. Whereas interest based
approach refers to the approach under which all the parties collaborate together to build a
win-win situation for both of them. Further, more details about the report are discussed
below:
Characteristics of each approach
The competitive positional based negotiation is also called win-lose, zero sum or claiming
value approach. This type of approach is based on the premises that one person can win only
at the cost of other person (Kuo, et. al., 2012). One needs to sacrifice or lose their position in
order to make the other person win. Further, the characteristics of this approach of
negotiation are discussed below:
 One party wins in this case while the other party loses.
 No resources of the organization can be divided so that the more one gets, the less the
other. Resources of the company cannot be divided unequally.
 Each person’s interest conflicts in this case.
 The dominant concern in this type of negotiation is done to maximize one’s own
interest.
 The strategies under this type of negotiation include manipulation, withholding
information, forcing, teasing etc.