NEGOTIATION, BARGAINING AND ADVOCACY.

Running head: NEGOTIATION, BARGAINING AND ADVOCACY
NEGOTIATION, BARGAINING AND ADVOCACY
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NEGOTIATION, BARGAINING AND ADVOCACY1
Introduction
As opined by Froissart (2018), the processes of negotiation and bargaining are important
from the perspective of the contemporary business corporations because of the large number of
conflicts or for that matter other kinds of issues that they commonly face in the present times.
Carroll and Mackie (2016) are of the viewpoint that the management or the leadership approach
followed by the business corporations, the nature of the employee management practices
followed by them, the nature of the work roles that the employees are required to perform or the
job design within the framework of the business corporations. Furthermore, for the effective
usage of the processes of negotiation and bargaining the business corporations are required to
follow the set rules or for that matter the stipulations related to the same (Rojot 2016). This
becomes important from the perspective that the effective usage of the different stages or for that
matter the stipulations related to the processes of negotiation and bargaining greatly determines
the outcomes of the same and thereby helps in the adequate resolution of the issues or the
conflicts faced by the employees or the business corporations (Rahim 2017).
Golann and Folberg (2016) are of the viewpoint that the business corporations while
negotiating or for that matter bargaining with their employees are also required to take into
account the different theories or conflict, power and motivation for the attainment of the best
possible results. This becomes especially important because of the fact that if the issues or the
conflicts faced by the workers within the framework of the different business corporations are
not being resolved in an effective manner then along with adversely affecting the overall
organizational or for that matter the workplace culture of the business corporations it can also
adversely affect the employee productivity as well (De Stefano 2018). It is in the light of these

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aspects that the concepts of negotiation and bargaining had become important from the
perspective of the different business corporations. The purpose of this paper is to undertake an
analysis of the concepts of negotiation and bargaining in the particular context of the case study
of Mr. Mark Johnson and his promotion at Darwin.
Overview of the Situation
Mr. Mark Johnson had recently been promoted to the designation of the post of the plant
manager in the corporation Darwin, which is a unit of the Australian Appliance Company.
However, the promotion under discussion here rather than being a happy prospect for Mr.
Johnson had presented itself with various kinds of issues that he needs to effectively resolve so
as to perform well in his job. For instance, one of the most important challenges that Mr. Johnson
faces presently can be attributed to the fact that since the traditional times the concerned
corporation had been used to following the centralized form of management style and thus the
different important management employees were required to report directly to the headquarters
of the concerned corporation. However, in the present times it had been seen that the
management team of the concerned corporation had decided to take the help of the decentralized
form of management style and it is a part of this decided that Mr. Johnson had been appointed as
the plant manager of the corporation.
More importantly, it had been seen that the management team of Darwin is unsatisfactory
with the performance of the employees over the years and thus it had been forced to take the help
of cost cutting measures like reduction in operations cost, employee redundancy and others.
Furthermore, although the concerned corporation had decided to open a new plant yet it had been
seen that the management team of the corporation had decided to take the help of the existing

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employees of the corporation who over the years have failed to deliver satisfactory performance.
In addition to these, the image of Mr. Johnson as a perfectionist within the framework of the
concerned corporation is another important which is another cause of worry for the existing
employee who over the years have not placed much reliance on the aspect of employee
productivity or for that matter the adequate completion of the tasks which were delegated to
them. These in short are some of the major problems that Mr. Johnson is facing presently post
his promotion to the post of the plant manager.
Usage of the models and theories of motivation, power, and conflict for the analysis of the
problems that Mr. Johnson should anticipate in Darwin
An important issue that Mr. Johnson faces can be ascribed to the decision of the
management team of the business corporation under discussion here to switch from the
centralized form of management to the decentralized form of management. In this relation, it
needs to be said that this decision of the management team of Darwin had been influenced by the
below par performance of the employees of the concerned corporation over the years. However,
at the same time it needs to be said that the effective usage of the decentralized form of
management is likely to be a difficult one within the framework of the business corporation
under discussion here because of the organizational structure followed by the same. For instance,
the case study clearly reveals the fact that the business corporation under discussion here does
not have any regional managers or for that matter general managers and thus the decision of the
management team of the concerned corporation to take the help of the process of decentralization
is likely to pose various problems for the employees and also the corporation. Firstly, this is
likely to adversely affect the process of information transfer from the management team to the
employees which in turn is likely to adversely affect the adequate completion of the job roles that