Negotiation Case Study

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Negotiations
Problem Statement Opposing interests, exchange of goods or service, and terms of agreements, are but a few reasons conflict can arise between parties. These controversies can stem from business or personal relationships, and be held in formal or informal settings, but all require some form of resolution in order to satisfy or assuage the parties involved. Negotiation, or bargaining, is a common method used to obtain resolution. A variety of strategies can be employed in this process, some with more favorable outcomes for both parties than others. A negotiation, often referred to as an art, involves both skill and science, and the use of both determines the process taken for the bargaining, as well as the outcome (Stoshikj, …show more content…

497). Explained by these authors, is the zero-sum aspect of distributive bargaining, in which one party’s gain is the other party’s expense. A simple example of this type of bargaining is a buy-sell arrangement where one party wants to obtain the maximum price for a product or service while the other party wants to pay the minimum amount acceptable. Stoshikj (2014) describes this “negotiations dance” when the buyer’s offers increase, the seller’s offers decrease, and the acceptable amount for both parties comes closer together. Sharing of information in a distributive bargaining exchange is low because of the belief it will allow the opponent a competitive advantage. As described by Graham, Lawrence, and Requejo (2015), some cultures have no problem with the practice of deception and misleading buyers. While the U.S. practices trust, unless provided evidence to the contrary, other nations may not. Israeli thinking is that Americans are too trusting, and have a saying “Don’t be a freier”, which translated means sucker (Graham et al., 2015). Also revealed by Graham et al., (2015) is the Japanese use less frequent eye contact in their negotiations (only 13%), which allows them to refrain from revealing their

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