Title: Buying a House
Imagine you are a public administrator who has just been promoted to a higher position but must relocate to another city and purchase a different home. Using the five distributing bargaining skills, present the steps and various aspects you would consider implementing in buying a house. Be sure to addresseach of the following below:
a. Analyze the bargaining situation and whether or not it is distributive. If so, determine the reservation price.
b. Present the initial offer you would make and apply bracketing to achieve your target price of $310,000.
c. Indicate and frame the norms you would utilize in presenting your initial offer.
Your paper should be four pages in length (not including title and reference pages). Format your paper according to APA style as outlined in the Ashford Writing Center, and utilize 4scholarly sources in addition to the textbook (total 5). Be sure to cite your sources within the body of your paper and on the reference page.
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Required Readings
1. Read the following chapters in your text, Negotiating Essentials:
o Chapter 2: The Negotiation Process: Four Strategies
o Chapter 3: Distributive Bargaining
Recommended Readings
1. Caverly, N., Cunningham, B., & Mitchell, L. (2006). Reflections on public-sector based integrative collective bargaining: Conditions affecting cooperation within the negotiation process. Employee Relations, 28(1/2), 62-76. (Document ID: 1000184341). Retrieved from the ProQuest database.
2. Colosi, T. (1983, November/December). Negotiation in the public and private sectors: A core model. The American Behavioral Scientist (pre-1986), 27(2), 229-234. (Document ID: 732624991). Please select “Full Text – PDF” on the right side of the screen. Retrieved from the ProQuest
BOOK ACCESS:
Book: Negotiating Essentials:
o Go to this link….BOOK SHELF
Will be provided to the assigned writer.
BACKGROUND:
Last week we discussed and assessed the impact of skills, behaviors and assumptions on the negotiation process.
This week we will look at the four strategies in the negotiation process and distributive bargaining.
Of course, with any procedure or tactic, there is a process that one should employ when engaging to seek an amicable resolution. The Carrell & Heavrin(2008) have provided that there are four strategies/phases:
1. “Preparation – gathering relevant information
2. The Opening Session (Probing) – establishing ground rules, plan of action, etc
3. Bargaining (Proposing) – engaging in give-and-take of negotiations and
4. Settlement (Packup) – reaching a final agreement or “closing the deal, p. 31.”
Likewise, the Success Institute has generated a presentation with examples for those that are esthetic learners. You will find, as I have provided above, that the presentation presents these four stages using different terms; however, you will recognize the similarity and the examples are one’s to which you can relate.
Preparation
Probing
Proposing
Packup
You will find that sometimes people give in too soon or wait too late in the negotiating process to achieve the best results. The Success Institute describes this process as the Best Alternative to a Negotiated Agreement also known as BATNA. The best way to allude not achieving the maximum results, prepare for the “What If”. How many of you realize that the “what if’s” are real and if you do not prepare for them you could end up at the bottom or raw end of the deal.
In the negotiation process there is also something call distributive bargaining. Distributed bargaining is defined as “a negotiation method in which two parties strive to divide a fixed pool of resources”, p. 54. There are subsets to distributive bargaining, fixed-sum (pie) and win-lose (hard) bargaining.
Managing Cross-Cultural Negotiations
NOTE: BE SURE YOU CLICK ON THE LINKS THROUGHOUT THE BACKGROUND INFORMATION. THESE ARE INFORMATIVE LINKS RELATED TO THE TOPIC.
