Discuss the advantages and disadvantages of the following negotiation approaches: a.Distributive approach b.Integrative/ Collaborative approach
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Discuss the advantages and disadvantages of the following negotiation approaches:
a.Distributive approach
b.Integrative/ Collaborative approach
Step by step
Solved in 3 steps
- Discuss the three (3) negotiation styles, accommodators, avoiders, and collaborators. Imagine you have just been promoted to Managing Director of Retail Sales. Last week, your organization received complaints from two hundred customers who are unsatisfied with the quality of the carpets they purchased over a period of 2 months. As the Managing Director of Sales, you are committed to resolving this serious problem and to improving the relationship between the customers and the company with a high level of urgency. Describe the type of negotiation stye your sales team will use to address this issue Explain. Please be mindful to use relevant personal selling concepts to support the claim.List four (4) situations and four (4) specific examples when negotiation is used in the hospitality industryDiscuss the term “value” from a quantifiable and abstract perspective. How might these premises affect a negotiation situation? Provide examples that will support your conclusions.
- Define and discuss the components and provide an example of the term “INTEGRATIVE NEGOTIATION.”Suppose that for the past two weeks, your department has been developing policy changes. During this time, your colleague was on vacation and did not participate in the process. When he returns, he doesn’t agree with a number of items and wants them changed. Because the policy changes are due the next day, which of the following would you use to approach this conflict? Thoroughly explain why you selected this option and how you intend to use it. Accommodation. Avoidance. CollaborationWhich of the following is not one of the strategies used in principled negotiation? Identify opportunities for mutual gain Establish objective criteria Focus on positions rather than interests Separate the person from the problem None - all of the above are used in principled negotiation
- Without communication there is no negotiation. How does good communication promote a win-win situation in negotiation?What you understand by each of the following expressions in a negotiation situation: Positive-sum outcome (or "win-win") Zero-sum outcome (or "win-lose") Negative-sum outcome (or 'lose-lose") BATNA WATNAWhich one of the following is not a dimension of the 3-D negotiation strategy? a. Identifying other potential transactions to avoid failure b. Finding the right negotiation and parties c. Solving inter-personal problems d. Creating deals that increase value
- Negotiation can be time consuming; however, most organizations will typically have a certain procedure in place to move through the negotiation process. Identify one tactic you agree with and one tactic you disagree with.. .a. Evaluate how the following may lead to unethical behaviour in negotiation: i. Profit ii. Competition b. Critically examine how the following influences individual predisposition to choose unethical tactics in negotiation: i. Demographic factors ii. Personality traits iii. Moral developmentConflict resolution is the process of addressing and resolving disputes or disagreements in a constructive manner. It involves identifying the source of conflict, understanding the perspectives and interests of all parties involved, and finding mutually acceptable solutions. Effective conflict resolution requires active listening, empathy, communication skills, and a willingness to collaborate towards a resolution. It may involve negotiation, mediation, or other conflict resolution techniques to reach a compromise or consensus. By resolving conflicts promptly and effectively, organizations can maintain positive relationships, minimize disruptions, and foster a culture of cooperation and mutual respect among team members. Question: What are some strategies for preventing conflicts from escalating and resolving them before they negatively impact team dynamics and productivity?