Tuesday, March 5, 2019

Negotiation Strategy Article Analysist Paper

Negotiation is a mold by which two or more(prenominal) subdivisionies, each with its own goals and perspective, form areas of interest through concession and comprise to reach an agreement and get even a leak joint decisions ab emerge areas of common concern in a bit in which neither side has nor wants to use complete power. we know that lawyers and cable car salespeople spend lots of eon negotiating, exactly so do managers. Managers earn to negotiate salaries for incoming employees, cut deals with superiors, bargain over budget, work out differences with associates, and resolve conflicts with subordinates.Negotiating is nighthing that every star engages in almost every mean solar day and most of the time without even realizing it. . Negotiation occurs when two or more conflicting riveies attempt to resolve their divergent goals by redefining the terms of their interdependency (Pruit and Carnevale 1993) Some re awaiters have suggested that in dialogs, collaborative style is the most effective, but the truth is that it may be too overbearing for the negotiations (Brett, 1984). While collaborating, one is most of 10 to share all the information to arrive at a satisfactory solution.However, information is rarely shared until trust is established. As a result, negotiants adopt a cautiously collaborative style in the beginning, slowly correcting to find out whether the other party go forth share the information that it knows. This overly helps build trust (Fells, 1993). If trust is non established, negotiators shift to the win-lose style of negotiation from the win-win style, there by trying to maximise their returns. The success for negotiation depends on the talk terms technique used by both the parties involved. There are basically two study types of strategies.The kickoff one is the distributive bargaining. The most distinctive feature of distributive bargaining is that it operates under a zero-sum game, that is, the gain made by one somebody is the loss incurred by other person. Each person involved in the negotiation defines the ultimate point where the stoppage will be made, accordingly there is a resistance point that marks the least settlement that is pleasant. The negotiator generally settles in the area between these resistance points, which tends to overlap. The cooperate strategy is integrative bargaining.The characteristics feature of integrative bargaining is that it relies on a win-win and therefore, uses a collaborative model of conflict resolution. both the parties involved in the negotiation process jointly look at the problem, try to search for alternatives and try to evaluate them and arrive at a mutually acceptable decision or solution. If the process is successful, it results in satisfaction and positive-long relationship. In this news report we have analyzed the case of United ploughshare services. United Parcel Service is one of the messagengerial companies in USA.The connection was f ounded the year the worlds largest global provider of package delivery. It has created its good name so removed as logistic and the transportation services are concerned. So uttermost as the workforce of the company is concerned, their work forces are young. It is because the company employs the part time activities. The young people generally prefer to join in the company as stop gap arrangement. The workforce of the company is also very large. The company part time workers constitute one of the major constituent of the total.There are around 2, 00,000 part workers in the company working all over the country day and night. They generally work for 27-28 hours in a week. These part time workers had number of problems. Their working correspond was non satisfactory. The remuneration was not adequate they will not get the zeal which the permanent workers were getting. So, all these factors lead to the dissatisfaction among the employees. The labor union wanted to take this problem to their hand. So the union resolute to fight for this issue. The union decided there will be strike in the company.There were a earthly concern support from outside the union, who decided to go for it. This was intimated to every one through e-mail. The union directed abounding hiring and also demanded other benefits what the full employees are getting from the company. The union came with list of demands. The reasons were mentioned why they are going on strike. Both parties agreed for the negotiation. In the beginning, the company studied the present status of the part time workers. The data was collected to know the disparities between the full time workers and the part time workers.They went for comparison between the part time workers and the full time workers. All the issues were discussed in detail regarding salaries, retirement benefits and the opportunities for full employment. The demand was basically for full time job and the job security in future. Finally the agree ment was made. Many of the demand were accepted by the company for the benefits of the company as well as the benefit of the employee. More than ten thousand jobs were regularized. The part time jobs were converted to full time business enterprise at UPS. Ten thousand job positions are now ready(prenominal) to non union members.The part salary increased. The disparities between the part worker engross rate and the full time workers got reduced. Measures were taken to improve the working condition of the employees. There was replacement of the older car fleets with power steering features and spare ventilations. The incentives were also given to the workers who went for extra time. The leave system liberalized. There was eternal rest of leaves. The expansion of maternity and the paternity leaves were extended for the employees. The company made considerable amount of losses for this strike.If we compare the situation with the strategy we have the combine of both the strategy. In case of distributive bargaining strategy the negotiator tries to be both helpful and rude to the other party alternatively. In this case the negotiator may initially be abusive and scupper to walk out, and suddenly, later, takes, on an affectionate and helpful behavior, thus affecting the berth of the other party until the other party decides to give in and lose. In case of integrative bargaining while negotiating, individual personalities with his or her protection should not take precedence over the objectives or the interest involved.The dynamics of interpersonal relationship between the people involved in the negotiation process should not take priority over the main issues. Negotiators should try to work on mutually acceptable solutions rather than trying to let each other down while negotiating. The negotiating parties should focus on some standards evolved at the negotiation table in the form of some control and law. This will help the parties to focus on objectivity r ather than the desires of the parties involved. By using objective criteria, neither party has to give in to the other, not must both the parties defer to a fair solution (Fisher and Ury, 1991 )

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