Management Negotiation Homework: Questions and Solutions

This homework assignment delves into various aspects of negotiation within a management context. The student addresses questions on how to influence autonomy during negotiations, offering strategies such as setting guidelines, building trust, and using appreciation. The assignment also explores methods to rectify situations where autonomy has been compromised, emphasizing the importance of linking ideas to goals, acknowledging contributions, and asking questions. Further, the student analyzes scenarios involving job offer negotiations, differentiating respect based on the roles and responsibilities of individuals, such as Senior Human Resources employees versus janitors and supervisors. The assignment also outlines the student's perceived roles in negotiation, focusing on maintaining a collaborative approach and controlling emotions. Finally, the student evaluates the effectiveness of emotional responses and 'winging it' in negotiations, concluding that these approaches are generally ineffective, citing potential negative impacts on long-term relationships and decision-making.

Running head: MANAGEMENT 1
Management
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Professor
Unit
Date

MANAGEMENT 2
Negotiation
Question #1: How do you think you could take away someone’s autonomy during
negotiation?
During negotiation, I can set guidelines to take away someone’s autonomy. They will be
forced to make choice and decisions within boundaries and restrictions and to make them
understand they will be responsible and accountable for the results (Fisher & Shapiro, 2005). I
can also give pleasing recommendations and opinions. I can also build trust first so that the other
person can accept my decisions easily. I can also use bureaucracy to make decisions to aid in
negotiation. I can also use appreciation to make them feel recognized to increase their attention
and motivation to cooperate and accept my decisions.
Question #2: What do you think are some ideas of how you can fix a situation if you took
someone's autonomy during a negotiation?
I can fix the situation by linking my ideas with the goals and aims of our negotiation to
make the person recognize how I aimed at achieving our desired goals. I can also acknowledge
their contributions to the negotiation process by mentioning how their cooperation and
understanding has helped us to come up with the agreement. I can also use calm statements to
explain the expected behavior and make them hopeful that a good bearing agreement has been
reached (Fisher & Shapiro, 2005). I can also ask questions to understand their point of view.
Question #3: During a job offer negotiation, whom would you respect more: a Senior
Human Resources employee or a janitor? Why or why not?
I would respect the senior human resource employee as he/she is responsible for the
recruitment process so if they feel respected for their status they can be impressed to offer me the

MANAGEMENT 3
job. They would feel courageous, proud and accomplished as their status is recognized hence I
will get the job. The senior human resource is in charge of payroll, training, relations, and
benefits I would respect them more by listening to him/her before expressing my ideas or
viewpoint. I will be in a position to be treated with politeness, courtesy, and kindness (Adler,
Rosen & Silverstein, 2018).
Question #4: Following up from the previous discussion board question - what if that
janitor is a supervisor - whom would you respect and listen more to the Senior Human
Resources employee or the janitor who is a supervisor?
I would respect more the janitor who is the supervisor as due to their role I will be
working with them directly and if I am in dispute with them I can be fired. If they feel
disrespected they might be always in disagreement with me and I will get a bad reputation before
the human resource senior employee. It would also motivate the janitor to be compassionate,
content; calm, pleased and happy with me hence win his mind and heart thus handling resistance
that comes from supervisors (Schwalbe, 2015).
Question #5: What roles do you think you have?
I have the role of fulfilling what we have agreed at the end of our negotiation. I do not
have to compete with the other person so that I can win and they lose but I have to play a
meaningful role to agree. I have to remain calm, happy, relaxed and relieved to establish
trustworthy (Fisher & Shapiro, 2005). I have the role of controlling my emotions and I may
include a third party. I have the role of reframing my oppositional anger and perceive it as a
shared sadness (Brooks, 00: 04:15).

MANAGEMENT 4
Question #6: Do you think winging it and being emotional is effective in a negotiation?
Why or why not?
Being emotional and winging it is not effective in a negotiation. It is because emotions
such as excitement, regret, excitement, anxiety, happiness, and anger may make people negotiate
poorly (Brooks, 00:00:31-00:00:38). Winging it leads to disappointment and regret. Emotions of
anger make people make accusations, pace around and raise their voices (Brooks, 00:01:39-
00:01:44). Winging it makes inexperienced negotiators think that feeling angry will give them an
advantage by intimidating the other person. (Brooks 00:02:20-00:02:23). Expressing anger harms
the long term relationship although if it is a one-time negotiation when buying something may
help someone get it at a cheaper price.

MANAGEMENT 5
References
Adler, R. S., Rosen, B., & Silverstein, E. M. (2018). Emotions in negotiation: How to manage
fear and anger. Negotiation Journal, 14(2), 161-179.
Brooks, A.W. (December 07, 2015). Controlling your emotions During a Negotiation. Retrieved
from:https://hbr.org/video/4650021133001/controlling-your-emotions-during-a-
negotiation
Fisher, R., & Shapiro, D. (2005). Beyond reason: Using emotions as you negotiate. Penguin,
115-204.
Schwalbe, M. L. (2015). Autonomy in work and self‐esteem. Sociological Quarterly, 26(4), 519-
535.