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Coast News Business Negotiations Essay

3526 words - 15 pages

Reflection Paper 1
HROD 493
Dr. Laurie Milton

Negotiation is a day to day process that people engage in everyday of their lives, sometimes without even knowing it. Negotiations occur for several reasons: to agree on how to share or divide a limited resource, to create something new that neither party could do on their own, or to resolve a problem or dispute between parties (Lewicki, Barry, Saunders & Tasa, 2010, p. 2). Since negotiations are so common, one of the most important things I learned from participating in this Business Negotiations class was the importance of preparation. In previous negotiations I was involved in, I would usually enter into the negotiation with little ...view middle of the document...

On the other hand, integrative negotiation situations aim to “employ win-win strategies and tactics” for the purpose of finding a way for all parties to meet their objectives cooperatively (Lewicki et al., 2010, p. 10). In reality, most negotiations are a combination of both styles (Lewicki et al., 2010, p. 10). This was the case for the Coast News negotiation simulation. The fixed nature of the available resources, in this instance the new press, was a significant indication that distributive tactics could be utilized. There were, however, many factors that indicated integrative techniques could also be used. According to Lewicki et al. (2010) there are four factors that indicate an integrative approach is called for; if the situation includes more than one issue, there is a possibility to add more issues to the mix, the negotiation is likely to recur over time, and parties have a varying preference across the issues (Lewicki et al., 2010, p. 47). In the case of Coast News three out of four of these factors were present. First off, in terms of issues, there were a total of five issues that were under discussion, which made the negotiation more complex in nature and allowed the opportunity for more cooperation. Secondly, it is reasonable to assume that a negotiation such as this would be likely to recur in the future as the newspaper grows and adds more presses; hence keeping the relationship between both parties on good terms was imminent. Lastly, both parties had different priorities and different perceptions of which issues were of utmost importance to the value of the newspaper, increasing the likelihood that compromises could be made.
Due to the existence of evidence that both negotiation styles could be utilized in this case, I was faced with the classic negotiator’s dilemma (Lewicki et al., 2010, p. 49), where I felt torn between whether to proceed in a competitive or cooperative manner. All the negotiations we had completed up to that point were of a distributive nature, where there was a scarce resource that needed to be divided. In this case, I could see the benefits of pursuing an integrative method and creating value for both parties, but in the end all “value that has been created must be claimed in some way” (Lewicki et al., 2010, p. 49). Even though both types of negotiation could be used in this case, I decided to step outside of my comfort zone and use an integrative approach. Upon reflection, I believe my decision enabled me to get the best possible deal for both parties. According to Lewicki et al. (2010), in situations where both distributive and integrative methods can be utilized, it is generally better to use value creating (integrative approaches) first. This is because the “negotiation process is more effective when done collaboratively and without focus on who gets what” (Lewicki et al., 2010, p. 49). Another point Lewicki et al. (2010) stresses is that introducing distributive tactics too early in the...

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