Negotiation Strategy Essay

1448 words - 6 pages

Negotiation Strategy Article
Paul Swain
MGT/445
May 1, 2012
Kevin Maevers
University of Phoenix

Negotiation Strategy Article Analysis
Globalization of business through technology, such as e-mail, Skype, and cell phones evolves the way people negotiate. Electronic negotiations becomes effective when each party live in different countries or states. Study show electronic negotiations either cost organizations’ money, loss of relationship, and reputation. Before negotiating with any organization or individual electronically, the suggestions from a few articles provide scenarios to achieve the organizations goals. Traditional tactics in negotiation allow personalization, rapport ...view middle of the document...

In a recent divorce suite coordination in negotiation context provided the husband and wife to implicit or explicit agree to a particular outcome. Each party exchanged information electronically, which in an e-mail showed demands from both parties. The husband attorney was upset because he initiated through an e-mail negotiations without him present, which articulated to his wife a compromise. The wife’s intentions were different and she wanted more of the pie than before. The position of the husband was his 401(k) was not going to his wife. However, in an e-mail sent to the wife prior to each party involving an attorney the husband mentioned in an e-mail to his wife, which states half of his 401(k) would go to her if she did not require spousal support. Authenticated e-mails become a business record in the courtroom, especially during negotiations. The wife mentioned to the attorney according to Mercer,( 2011)“I want to be able to retire like I've planned to and not worry about money," (Negotiating your Divorce Settlement, para. 3). The evidence provided during their divorce settlement awarded the wife husbands entire 401(k), the house with majority of the belongings, and spousal support. The judge was pleasant enough to consider a waiver that would minimize the time for spousal support until his ex-wife becomes sufficient. The husband who has six years left to retire lost because he thought a simple e-mail and negotiation tactic would solve her issues, but the authentication in his e-mail cost him everything. Lawyers negotiate on a daily basis and authentication maintains standards for documenting evidence in this technological era.
Negotiating in Three Dimensions
Negotiation process uses different tactical strategies that provide an approach to achieving the organizations goal. Harvard Business School professor and principal of Lax Sebenius LLC, a negotiation strategy firm, James K. Sebenius demonstrate a multi-dimensional approach three-D Negotiation. Lagace, Lax, and Sebenius, (2006) mentioned, “Understanding that negotiation is a core competence for life, not merely an important skill to wheel out for special occasions,” (Negotiating in Three Dimensions, para. 3). The theory behind Professor James three-D negotiation comprises of chess like moves, which presents moves that occur away from his or her negotiation plan. The ability to overcome barriers derives from dimensional movement, such as set-up of moves away from the table, tactical moves when face-to-face, and deal design, which identify any potential barriers.
Professor James Sebenius and David Lax test their theory in three dimensions. The research found flaws in their negotiation strategy, such as the set-up. The set-up in negotiation strategy requires research on the other party. The flaws found in three-dimension set-up: wrong parties, issues, poor timing in walk-away, choices in basic process, and sequencing [ (Lagace, Lax, & Sebenius, 2006) ]. Joe...

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