Saturday, October 19, 2019

Negotiation and Conflict Essay Example | Topics and Well Written Essays - 750 words

Negotiation and Conflict - Essay Example 2. Circumstances based on the Power factor: Under the circumstance that one party has more power than the other; the negotiation often progresses in favour of the more powerful person. This is mostly applicable in the case of employer – employee, jailor – prisoner, competitors, commitments, experienced – fresher, etc. (Herb Cohen, 2004, Pg 40 – 70) 3. Circumstances based on the information factor: This is applicable when one of the negotiating party’s has more information than the other. This is mostly applicable in relationships between manufacturer and wholesaler. But it is widely applicable in the all new ‘buy – from – China’ trend. This is due to the fact that the manufacturer has a deep knowledge of the production process and the costing of the product and under most cases the marketer of the product has none. (Herb Cohen, 2004, Pg 76 – 89) 4. Telephonic negotiation: Negotiation on the telephone is a whole lot tougher then it seems. Of course, it is easy to speak and curse the other party involved in the negotiation but the other party can do the same and telephonic negotiation will not only give you a chance to speak more fluently then in person but it will give the other party involved the same benefits and under most cases the caller loses because by calling your client or supplier you’ve already proven that you (the calling party) need him more then he needs you. 5. Information of BATNA (Better alternative to the negotiating agreement) (Lewicki, Roy J, Barry, Bruce and Saunders, David M, 2007): In the case you are already prepared with the BATNA and the other party comes to know of it. You may just as well suppose that you’ve already lost your present negotiation agreement and you might have to accept an agreement that is even worse off then the BATNA itself. Yes. I definitely consider Distributive bargaining as a dominant form for any negotiation strategy. This is due to the basic and known fact

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