Session 2 Paper
Keith D. Wright
Professor Mrazek
LED 520
Colorado Christian University
Sep 18, 2016
The ability to effectively negotiate is a skill that is needed for normal everyday life. Whether bargaining with management for time off, raises and bonuses or negotiating with spouses over who is going to pick the kids up or who is going to cook dinner, negotiations occur in everyday life. “Negotiations take place every day, in many places, about many things. Negotiating is a life skill. It’s about gaining value for yourself, but having the other party win something, too, ” claimed (Manas, 2015). This paper will examine the characteristics of two types of negotiating that people use everyday: distributive and integrative. …show more content…
This type of bargaining is demonstrated when there is a set or fixed amount of resources and it is based on the premise of whatever one party gains, the other party gives up. According to (Aaron, 2007), the mentor of the negotiating outcomes, “In a distributive negotiation, parties compete over the distribution of a fixed sum of value. The key question in a distributed negotiation is, who will claim the most value?” (p. 4). The basic principle of the distributive model is that one party will receive more and the other party will receive less. “A gain by one side is made at the expense of the other. This is also known as a zero-sum negotiation,” claimed Aaron (p. …show more content…
In distributive negotiating, there is only one item at stake and the parties normally don 't know each other and this model results in a “win-lose” situation. The integrative model involves multiple issues and is built on establishing relationships. The ability to effectively negotiate using both models is a skill that is needed for normal everyday life.
References
Aaron, M. C. (2007). Negotiating Outcomes. Boston, Ma: Harvard Business School press.
Author, N. (2012, Sep 23). businessconcepts101. Retrieved Sep 16, 2016, from businessconcepts101.com: http://businessconcepts101.blogspot.com/2012/11/negotiations-integrative-win-win-vs-distributive-zero-sum.html
Manas, S. (2015, Dec 17). Negotiating Negotiations. Retrieved Sep 17, 2016, from news.rutgers.edu: http://news.rutgers.edu/feature/negotiating-negotiations/20151216#.V99CmTsqbzK New Living Translation Study Bible. (2008). Carol Stream: Tyndale
Keith D. Wright
Professor Mrazek
LED 520
Colorado Christian University
Sep 18, 2016
The ability to effectively negotiate is a skill that is needed for normal everyday life. Whether bargaining with management for time off, raises and bonuses or negotiating with spouses over who is going to pick the kids up or who is going to cook dinner, negotiations occur in everyday life. “Negotiations take place every day, in many places, about many things. Negotiating is a life skill. It’s about gaining value for yourself, but having the other party win something, too, ” claimed (Manas, 2015). This paper will examine the characteristics of two types of negotiating that people use everyday: distributive and integrative. …show more content…
This type of bargaining is demonstrated when there is a set or fixed amount of resources and it is based on the premise of whatever one party gains, the other party gives up. According to (Aaron, 2007), the mentor of the negotiating outcomes, “In a distributive negotiation, parties compete over the distribution of a fixed sum of value. The key question in a distributed negotiation is, who will claim the most value?” (p. 4). The basic principle of the distributive model is that one party will receive more and the other party will receive less. “A gain by one side is made at the expense of the other. This is also known as a zero-sum negotiation,” claimed Aaron (p. …show more content…
In distributive negotiating, there is only one item at stake and the parties normally don 't know each other and this model results in a “win-lose” situation. The integrative model involves multiple issues and is built on establishing relationships. The ability to effectively negotiate using both models is a skill that is needed for normal everyday life.
References
Aaron, M. C. (2007). Negotiating Outcomes. Boston, Ma: Harvard Business School press.
Author, N. (2012, Sep 23). businessconcepts101. Retrieved Sep 16, 2016, from businessconcepts101.com: http://businessconcepts101.blogspot.com/2012/11/negotiations-integrative-win-win-vs-distributive-zero-sum.html
Manas, S. (2015, Dec 17). Negotiating Negotiations. Retrieved Sep 17, 2016, from news.rutgers.edu: http://news.rutgers.edu/feature/negotiating-negotiations/20151216#.V99CmTsqbzK New Living Translation Study Bible. (2008). Carol Stream: Tyndale