Negotiation Strategy

Negotiation Strategy Article Analysis Paper

MGT 445 Organizational Negotiations

Negotiation Strategy Article Analysis Paper

Two articles were selected to describe negotiation situations employing different strategy approaches to applied situations. This paper will describe the negotiation processes used in the selected articles, compare and contrast the two strategies, and determine if the negotiations can be applicable in the workplace and discuss.

Situations

The first article chosen was titled Negotiation: Ethics in; Does Getting to Yes Require Candor. The article explores ethical and unethical tactics in negotiations in which the existing law provides that the duty of good faith does not apply to negotiations (Burr, 2001). Negotiation behaviors require buyers to be ethically sound when looking for the best deal. The truthful sharing of information can be influenced if motives are not presented honestly. Alternatives to reaching an agreement may hinge on the reputation of the representing agent. Misleading acts or lying about information can raise the issue of ethical concern with the other party. Ethics, if developed correctly, can enhance a negotiators strategic plan. An effective negotiator can employ candor to create value. A negotiator who is open and expresses sincerity may be perceived as an honest person working to complete the contract.

The other article, Purchasing Agents’ Use of Negotiation Strategies, looks at problem solving and aggressive bargaining. This reported field study looked at buyers negotiating to rebuy purchases of component parts with the context to predict strategies (Perdue & Summers, 1991). Sentence slightly unclear Buyers can gain experience from constantly being placed in reliable situations with regard to purchasing equipment and material items. Supplier competition, threats, and tough tactics were sometimes the stance used by buyers to manipulate the relationship in negotiating purchases.

Processes

Reducing cost...