Apply theories of business negotiation that you have learned. Words 2500 Question 1 “ A potential consequence of two parties in an inter-dependent relationship is conflict.” Examine the nature of...

Business Negotiation
Business Negotiation
Theories of conflict and negotiation
Business Negotiation
Answer 1
“A potential consequence of two parties in an inter-dependent relationship is conflict.” A
conflict is a situation where in people have different point of views and different interests.
Negotiation helps converge these differences and bring in higher levels of consensus before
making a decision or taking action. The psychological levels of conflict has a great role in
understanding each of the stakeholder's position and resolving multiple issues relevant to conflict
in organizations as well as other situations (Cahn, D., & Abigail, R, 2007, p 48).
In case of conflicts needed to be resolved, it becomes important either to reconcile or
forgive. In both of these instances there is a huge difference. It becomes essential for managers
as well as organizational heads to understand the right approach to be used in order to ensure
effective conflict resolving. Moreover, they are also required to be aware of various
psychodynamic theories in order to apply them based on the situation and negotiate effectively
for resolving the conflict (Mayer, B, 2002, p. 45). The main function of conflict is to help ensure
that rights and rightful hare is protected.
Two broad conflict resolving theories include integrative approach to negotiation and
distributive approach to negotiation. In case of integrative approach to negotiation, the major
benefit is enjoyed by the power holder and this is guided by the circumstances as well as the
power play (Patterson, K., Grenny, J., McMillan, R., & Switzler, A, 2002, p. 45). In case of the
distributive approach to negotiation, it is important to consider the distribution of power among
several parties and this leads to the formation of the distributive approach where in both of the
parties enjoy certain benefit. In case of mutual benefit approach the terms and conditions of the
agreement are carefully sorted out by both the parties. I would recommend the usage of trained
incapacities theory as it helps combine all of the three perspectives and create stronger
negotiation and resolving of conflicts (Mayer, B, 2002, p. 65).
In my workplace, there occurred a conflict between the management and the union of
workers. The utilization of these theories helped resolve it effectively. In case of conflict
resolving combining all of these theories can help have the desired effect as it can help ensure
the required elements in an argument which is not aggressive and well suited for convincing an
opposition party on the basis of understanding of their traits and attributes thus not offending but
pleasing and convincing. In this way a conflict can be resolved in a constructive manner if these
pieces of advice are adopted (Mayer, B, 2002).
Business Negotiation
Conflict resolving requires a constructive method to be followed since good relations and
work needs to continue even after the resolving of conflicts in several situations. It becomes
important to combine all of the possible methods and theories so that trained incapacities can be
created and imbibed in a negotiator for resolving conflicts. In this way it is possible to resolve
conflicts in a constructive and effective manner.
Power has a very important role to play in case of conflict. Power can be viewed from
two aspects – one being the weightage of the argument and another being the weightage of the
person arguing (Wilmot, W., & Hocker, J, 2007, p. 5). Power refers to the influence that a person
or argument can exercise in case of a conflict. It refers to the leadership as well as the group
support that can be displayed. It is important that all of these elements are well combined to form
an appropriate argument for conflict resolution (Patterson, K., Grenny, J., McMillan, R., &
Switzler, A, 2002, p. 48).
Answer 2
In the given situation, it is important that Robert firstly plans to complete the work before
leaving. The remaining 20% will have to be completed quickly. Then he would be required to
talk to Ray. Here he can explain his position to Ray and tell him that he has this offer on hand
but has not decided on anything as of yet. Then he will need to negotiate and ask Ray to give him
a better offer so that he can stay motivated to continue working here. If Ray agrees then great. If
he does not then Robert would need to explain to him that he requires to go and get hold of the
opportunity. But since the firm has a lot at stake, if he leaves just like that, then there is going to
be a lot of loss to the firm. So he can then negotiate that if he completes the remaining 20% of
the project before he leaves, then they should give him the annual bonus. In this way the
negotiation can be successful (Lewicki, Saunders & Berry, 2010).
Psychological...