Negotiation theory

Having to confront a belligerent beneficiary is an awful position for an executor. Unfortunately for executors, beneficiaries have rights to an estate that executors must respect. (Refer to the article Know your Beneficiaries to review beneficiary rights.) So, an executor must try to handle a belligerent beneficiary as described in the article How to Handle a Belligerent Beneficiary. Conversely, if all efforts fail to appease the belligerent beneficiary, the executor has to take action to move…

In the ‘process of conflict’, the dispute between the parties seems to have reached an ‘intervention’ phase, where the parties have already had discrepancies, and perhaps expressions of intense feeling such ‘frustration, anger or anxiety’, thus leading to a hostile and litigious break of business relationships. The interest of the college in the dispute seems to be financially orientated. The college is an incorporated company, hence it is understandable that any revenue from fees can be of…

sympathy and empathy and is a subcategory of what makes us who we are. Without perception, we would not have sympathy or empathy, which would drastically hinder our relationships. Perception consists of selection, organization, interpretation, and negotiation. Selection lets us choose what impressions that we will pay attention to, such as the louder of the two noises or the brighter of the two lights. Organization helps us decide what to interpret, for example,…

In this bargaining it involves zero-sum negotiations, this means that one side will win and the other will lose. For example if there is a dispute over wages within the company for the employees to get the money that they view they should be earning the employer has to lose some of its revenue. For…

Introduction Negotiation is a process of dynamic communication in which two or more parties attempt to settle differences and defend interests directly through dialogue in order to achieve a solution or a satisfactory agreement. In this paper I will discuss the important rules in negotiation and what to avoid during a negation. Importance of Negotiations The description of a work often includes negotiation skills as a desirable quality in a charge applicants list, however the ability to trade…

In the given case of CEO of the midsize urban hospital who is accused of violating the collective bargaining contract with the union, one must take into consideration that former had acted on own thoughts without consulting anybody and hastily took the decisions. Also, according to the comments made by the union steward, it seems that the interpersonal relationship between the management and the union is more inclined towards the negative side. Despite the fact that National Labor Relations Act…

When being "wedded" to your own story and how it applies to me generally means that as an individual i am tied to whatever words i convey to others regardless if it is something that effects them on a positive or in a negative way; but the aim for personally is to leave a mark of story filled with positivity and hope that whatever conflicts they are dealing with me as a mediator and negotiator can help them resolve regardless of how conflicting they may seem to be. although, when it comes to…

Negotiation Exercise – Union Steward View Preparation phase Analysis of the problem The problem that we have come to solve with this assignment is that Express Logistics has been going though some employee issues. Looking at it from the standpoint of the Union Stewart which was my position, was that understaffing, high injury rate, and doing larger volumes of work in the same amount of time with less employees was causing many issues in the workplace. The team became understaffed due to the…

Beyond Instrumentalism: A Relational Approach to Negotiation The authors of Beyond Instrumentalism: A Relational Approach to Negotiation described three different approaches to negotiation, instrumentalism, altruism, and relational. The authors define instrumentalism as assuming negotiation behavior from a selfish motivation, or “what is better for me (or us)?” (Ingerson, 2015, Introduction pp. 3). Altruism is people essentially displaying representation to proceed with a longing to supply to…

During session 2 we discussed my negotiation style “The collaborating Owl” that checked with the ‘conflict management style’ -test. This negotiation style fits me well. As an Owl I see negotiations as an challenge in which when done right there are only winners. During session 2, I got some really nice feedback of a classmate that told me that it is important to know what your goals are before start negotiating as an Owl because as an Owl you can lose focus. This is certainly the case during…