Management

Please answer the following questions about the negotiation exercise consider a recent negotiation you had and do your best to answer the questions

1. What was your most dominant negotiation style during this negotiation (i.e., the style that you were most often engaged in)?  Explain your rationale.

In your answer, please directly reference your book (Chapter7, p.14-15). In addition the definitions provided in the book, these quotes should help you to distinguish among the 5 styles.  The quote represents the perspective of an individual when they are engaging in (or anticipate engaging in) a negotiation.  For instance, individuals who use competitive styles often want to win at the expense of the other, who they want to lose.

A. Avoiding: “I avoid negotiating”

B. Accommodating: “I lose, you win”

C. Competing: “I win, you lose”

D. Collaborating: “I win and you win”

E. Compromising: “I win and lose some, you win and lose some”

2. How did you feel while you were engaging in the negotiation style?  Please list 2-3 adjectives.

3. Please describe 1 benefit and 1 disadvantage of your negotiation style.  Please describe what you think and then compare this to what the book tells us.

4. What do you believe was the most dominant negotiation style of the other person during this negotiation?  Explain your rationale

5. What type(s) of conflict were you engaged in during your negotiation?  The book lists 3 possible types. (see below:)

Intrapersonal is when you experience conflict in ourselves. For example, a major reason we procrastinate is actually the result of inner conflict that we may not even be aware of it.  We might want to both do well in our classes and feel frustrated by the fact that someone is allowed to set a deadline for us. These two feelings contradict one another, hence the conflict. It is easiest to move forward in a way that feels healthiest for us when we become aware of our contradictory feelings and inner conflict and then problem solve. Not surprisingly given the the rest of this chapter’s content, problem solving occurs through a negotiation between the two sides within us. (The prefix intra- means within).

Interpersonal conflict is conflict experienced between two people. (The prefix inter- means between).  Two people have what appears to be contradictory feels, opinions, wants.  Great example: David and Atlas at the beginning of the chapter. David wants to get work done, Atlas wants to play video games.

Intergroup conflict between two groups is conflict experienced between two groups. Two groups have what appears to be contradictory feels, opinions, wants. Great example: The democratic and republican party views on the role of government in mandating global healthcare in the US.