Negotiations Case

what you believe to be the best strategy and explain how it must resolve the conflict

Organizations use different types of negotiation processes to maximize revenues. "The tendency for negotiators to see the world as more competitive and distributive than it is, and to underuse integrative, creating-value processes, suggests that many negotiations yield suboptimal outcomes"(Lewicki, Saunders, Barry, 2006). In this paper we will choose two articles that describe a negotiation situation that employs different negotiation strategies. The negotiation processes used in the selected articles will be described. Last, the two strategies will be compared and contrasted and how they may apply in the workplace. Organizations use different types of negotiation processes to maximize revenues. "The tendency for negotiators to see the world as more competitive and distributive than it is, and to underuse integrative, creating-value processes, suggests that many negotiations yield suboptimal outcomes"(Lewicki, Saunders, Barry, 2006). In this paper we will choose two articles that describe a negotiation situation that employs different negotiation strategies. The negotiation processes used in the selected articles will be described. Last, the two strategies will be compared and contrasted and how they may apply in the workplace. Organizations use different types of negotiation processes to maximize revenues. "The tendency for negotiators to see the world as more competitive and distributive than it is, and to underuse integrative, creating-value processes, suggests that many negotiations yield suboptimal outcomes"(Lewicki, Saunders, Barry, 2006). In this paper we will choose two articles that describe a negotiation situation that employs different negotiation strategies. The negotiation processes used in the selected articles will be described. Last, the two strategies will be compared and contrasted and how they may apply in the workplace.