Distributivenegotiation involves a fixed amount of resources whatever one partygains the other loses in this kind of approach. It is useful andapplicable when both parties do not know each other. However, itcannot be used by parties that need to develop a permanentrelationship with one another in the future. Integrative negotiationrefers to an approach that aims at producing greater outcome for bothparties than either could reach on its own. This approach is moreefficient, minimize posturing, as well as results in betterarrangements as compared to distributive one (Benoliel,2011).
Michelleshould take an integrative approach to the negotiation since herposition is not strong enough but she still want to win something inthe negotiation. Also, Michelle still wants to maintain long termdependability with her employer hence, this approach is the safest.
Issue: Negotiating a better working shift
Issuesand bargaining mix:she needs a better working shift, meet her home life responsibilities
Sheis a single mom and takes her child to day care that is only openbetween 8:30-5:30 (Monday to Friday)
Therefore,10:00am-6.00pm Tuesday-Saturday really inconvenience her
Interestof both parties: Nikki wants to meet the increase in orders while Michelle wants tobe part of the company while at the same time meeting her familyneeds
Resistancepoints:shifts offered include working over the weekend
Michelle’salternatives: Working between 7:00 am-3:00 pm M-F or 10:00am-6:00pm M-F
BATNA:working shift be 10:00am-6:00pm M-F
Michelle’sobjectives: to be given a shift that helps her workplace needs as well as herfamily needs
Openingbids:to work between 9.00am -5.15pm M-F
Constituentsand social context:Nikki and Hr manager to be present and the negotiation to be held atHr office,
Oneor two observers may be included to watch and critique thenegotiation
Thenegotiation should take place in a context of rules
Otherparty: What is important to Nikki? What sort of deal will appeal to them?
Meetor call the other party and speak to them prior to the formalnegotiation so as to try and get its perspective
Speakto people who have passed through such a situation
Defenseand protocols: Plan her defense in advance and ensure writtenprotocols of the company are followed to the latter
Drawa list of issues and prioritize them before the meeting
Definetime and duration of the negotiation
Benoliel,M. (2011). NegotiationExcellence: Successful Deal Making.WorldScientific