Analysis of a Distributive Bargaining Negotiation Case Report

This report provides an analysis of a negotiation case, focusing on distributive bargaining. The case involves two parties, Catherine and Elisha, and examines their negotiation styles, including how they listen, respond, and react emotionally. The analysis delves into each party's situation, highlighting their strengths and weaknesses in the negotiation process. The report identifies the application of distributive bargaining elements, such as competitive goals and limited resources, and explores the tactical tasks employed by the negotiators. The report also examines the parties' perceptions of each other's positions and the costs of terminating the negotiation. The report references key negotiation theories and provides a comprehensive overview of the distributive bargaining process, offering valuable insights into effective negotiation strategies and tactics.

NEGOTIATION CASE
REPORT
Name
Institution

Case’s video report
 Various negotiation elements are displayed in the video.
 Catherine listens to Elisha’s grievances about her unawareness of the
bonus piled up by company executives.
 Elisha responds in favor of the company.
 She fully protects the company as a way to give a resistance point of
the argument availed.
 Catherine is unsatisfied with the same as she fidgets, appears
restless with a disappointed look.


Case’s video report
 The argument stirs up emotional reaction on Elisha seen from her
face.
 She feels intimidated by Catherine’s abusive words.
 Both parties agree on one solution at the end of the negotiation.

Analysis of each party’s
situation
 Catherine is a good listener and comprehends Elisha’s point of view
and main issue.
 She responds appropriately after getting the hot button of the
argument.
 Elisha cannot refrain herself from talking too much in the negotiation.
 She is controlling and wants her views considered more.
 She is unprepared considering her little understanding on company’s
activities.
 She bases her judgement on assumptions.

Analysis of each party’s
situation
 Elisha is uncourteous and unprofessional from the conversation.
 She rarely understands the dynamic nature of the deal in the
negotiation.
 She sticks herself to intractable element that bears no fruit in the
end.

Elements of distributive bargaining applied
in the case
 Both parties are wise negotiators.
 Collaborating and competing values are unleashed in the bargaining
table
 Both parties reach a settlement point of the negotiation.
 Elisha sets high inspirations to be met from the negotiation.
 Both parties understand their level of BATNA.

References
 Lewicki, R. J., Barry, B., & Saunders, D. M. (2016). Essentials of negotiation. McGraw-Hill
Education.
 Germain‐Thomas, P., Lafarge, C., & Sidibe, D. (2019). Collaborative Role‐Play Design:
Teaching Negotiation through a Novel Student–Business Partnership. Negotiation
Journal, 35(3), 387-402.
 Bazerman, M., Gino, F., & Shonk, K. (2017). Organizational Behavior Reading: Negotiation.
 Coutinho, C., Cretan, A., Da Silva, C. F., Ghodous, P., & Jardim-Goncalves, R. (2016). Service-
based negotiation for advanced collaboration in enterprise networks. Journal of Intelligent
Manufacturing, 27(1), 201-216.
 Gan, I. (2017). Advancing a Distributive-Bargaining and Integrative-Negotiation Integral
System: A Values-Based Negotiation Model (VBM). Social Sciences, 6(4), 115.
 Abigail, D. M. Y., Eden, D., & Ideris, A. (2018). A Review of Distributive and Integrative
Strategies in the Negotiation Process. Malaysian Journal of Social Sciences and Humanities
(MJSSH), 3(5), 68-74.
