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Negotiation Planning

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Negotiation Planning

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  1. The “Bargaining Zone for Negotiation” (PPT 3-3) shows where the potential area of agreement may be. However, without planning and determining your initial offer, target point, and resistance point, you will be at a disadvantage during the negotiation. What evidence of planning was demonstrated by Alisa and Katherine? For both Alisa and Katherine, describe how planning impacted their ability to successfully negotiate. Negotiation Planning

  2. Bargaining Zone for Negotiation

  3. What aspects of the distributive and integrative bargaining approaches (see PPT 3-5 & 3-6) did Katherine demonstrate during the negotiation? Justify your answer with examples from the scenario. 1.What strategy should Katherine take? Continue to clarify Apologize for omission Change subject Negotiation Strategies and Behaviors

  4. Concepts in Negotiating

  5. Integrative Bargaining Strategy

  6.  2.Why does Katherine offer to show her pay stub? Proof of salary freeze Exert power Change subject. 5. Why didn’t Katherine offer this [bonus distributions] earlier? Just thought of it Just persuaded Was stonewalling Negotiation Strategies and Behaviors

  7. What aspects of the distributive and integrative bargaining approaches (see PPT 3-5 & 3-6)) did Alisa demonstrate during the negotiation? Justify your answer with examples from the scenario. 4. What should Alisa argue? To split bonus money Union will strike Get better benefits plan Negotiation Strategies and Behaviors

  8. What is the superordinate goal (see PPT 3-5) in this situation? How would a discussion of this goal aid the negotiation process? Negotiation Strategies and Behaviors

  9. Katherine discussed a potential solution (bonus sharing) that had not previously been discussed before. Is this an example of “unlawful circumvention” according to labor laws? Why or why not? Assume Katherine refused to make a concession to Alisa’s request. According to the National Labor Code, could Alisa organize a strike? Refer to the “Key Negotiator Behaviors” (PPT 3-11). Assume you are representing management (like Katherine in this scenario). What exactly would you do in this situation? Indicate a specific example for each of the key negotiator behaviors. Labor-Management Negotiations

  10. Key Negotiator Behaviors

  11. 1.Katherine is accused of lying. She should: Demand apology End negotiation Refute accusation 6. In this negotiation…. JBL gave too much JBL gave too little Nothing was resolved Labor-Management Negotiations

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