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Negotiation Analysis

Ankit Amin

Northeastern University

D’Amore-McKim School of Business

ORGB 3201 Organizational Behavior

Fall 2016

SUBMITTED: November 7, 2016


        In this negotiation, I played the role of the recruiter, and I went in with the mentality of trying to ‘win’ the negotiation. At the end of the negotiation, when the points were added up, I achieved a score of 5200 while the candidate I was negotiating with achieved a score of 5600. My initial reaction was that I lost, but after some reflection, I realized that was far from true.

        When looking back and listening to the negotiation, I found that the candidate and I were able to achieve a rather integrative negotiation (Kreitner & Kinicki, 2013). An “integrative negotiation calls for a progressive win-win strategy” (Kreitner & Kinicki, 2013, p. 386). I believe that both the candidate and I worked to find mediums that were equally beneficial for the both of us rather than trying to just ‘win’ like I had said before. In contrast to an integrative negotiation, there is a distributive negotiation (Kreitner & Kinicki, 2013). Distributive negotiations happen when the parties involved in the negotiation assume their “interests directly conflict with those of the other party” (Kreitner & Kinicki, 2013, p. 386).

        One strategy I implemented without even realizing was a logrolling strategy. Logrolling is when you concede low priority issues for a more preferred issue. I did this on several occasions during the negotiation when I linked together two different issues and explained that I would be willing to concede one if the candidate agreed to the terms of another. At the time, the candidate did not realize I was conceding an issue that did not matter to me that much relative to the other issue. Two cases where I linked together issues were with start date / vacation days and salary / bonus. In both cases I was able to achieve a more positive net point value when linking the two together than if I had left them to be negotiated individually.


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