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This assignment will help you draft Subsections B and C of Section V: Negotiation Tactics and Strategies of the final project, which is due in Module Ten. In your 1- to 2-page submission, you should address all of the following critical elements:

1. Define the contrast principle, its value in the negotiation setting, and how it can contribute to a win-win outcome.

2. Using the contrast principle, outline two potential negotiating tactics that you would recommend Sharon Slade use in the negotiation meeting with Alice Jones. The gambits should help reach an integrative (win-win) outcome. Include examples to illustrate each gambit.

3. Explain the value of each gambit to the negotiation process.

4. Provide the reasons why each gambit could increase the likelihood of a successful negotiation session. Reference at least three outside sources that support your position. Include your thoughts on the importance of striving for a win-win outcome in any negotiation setting.

What to Submit

Your assignment must be submitted as a 1–2 page Microsoft Word document with double spacing, 12-point Times New Roman font

examplet.docx.pdf

Negotiation Tactics and Strategies 1

Module 8: Negotiation Tactics and Strategies

Shakora Bowman

WCM 510 Negotiation/Advocacy

Southern New Hampshire university

11/27/2018

Contrast Principle

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Negotiation Tactics and Strategies 2

The contrast principle is another excellent method that influences the way each person

experiences the difference between multiple stimuli present to us in rapid session (Opresnik,

2014). The difference in Alice’s performance from when she had originally started at Netflix and

her performance skills today is the contrast principle of this negotiation. For both parties these

contrasts holds significant value in this negotiation. Sharon can use the contrast principle to show

her justifications for an understanding of how these proceedings were necessary in her point of

view. The contrasts can lead to a win-win outcome if both parties take time to view the past

performances to gage whether or not Alice could be retrained in order to be successful at Netflix.

Two potential negotiating tactics

An potential tactic could be making a offer first and being prepared to present an counter

offer right after. Making the first move would start the negotiation in Sharon's favor and on her

terms. The best negotiators tend to be the ones who truly listen to the other side, understand their

key issues and hot buttons, and then formulate an appropriate response (Harroch, 2017). This

would show Alice that Sharon is willing to work with her through this process. Another is

sharing information tactic Sharon could utilize. For instance Sharon should first explain why

Alice may be terminated and also why it was found necessary to replace her skills. This lets you

frame how the deal should be structured, implement key points that you want that haven’t been

discussed, and gets momentum on your side (Haden,2018).

Gambit to the negotiation process

The value of each gambit within this negotiation are strong. Which is leading to Sharon

and Alice actually moving towards a win-win situation. By Sharon using the proper tactics Alice

would feel like she in a tough spot and would be open to counter offering. The general rule is to

never make the first offer in Alice case. For negotiations to succeed, participants have to want to

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Negotiation Tactics and Strategies 3

settle. If continuing a conflict is more important than settlement, then negotiations are doomed to

failure (Negotiating a Successful Outcome, 2013).

Gambit increase a successful negotiation session.

Reaching a mutually acceptable compromise will have the best chance if both parties feel

heard and respected during the negotiation (Meek, 2015). The importance of a win-win

negotiation is to establish a strong position as a good starting point. It is important that any

negotiation is fair and well-balanced, in a way that benefits all parties involved in the deal in the

long term.

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Negotiation Tactics and Strategies 4

References

5 Win-Win Negotiation Strategies. (2018). Retrieved from

https://www.pon.harvard.edu/daily/win-win-daily/5-win-win-negotiation-strategies/

Haden, J. (2018). 5 Highly Effective Negotiation Tactics Anyone Can Use. Retrieved from

https://www.inc.com/jeff-haden/tk-highly-effective-negotiation-tactics-anyone-can-

use.html

Harroch, R. (2017). 15 Tactics For Successful Business Negotiations. Retrieved from

https://www.forbes.com/sites/allbusiness/2016/09/16/15-tactics-for-successful-business-

negotiations/#1f23beeb2528

Meek, J. A. (2015). Win-Win Negotiation. Clinical Nurse Specialist, 29(3), 145-146.

doi:10.1097/nur.0000000000000124

Opresnik, M. O. (2014). The hidden rules of successful negotiation and communication: Getting

to yes! Springer.

Roberts, S. (2017). What Is Win-Win Negotiation? Retrieved from

https://www.negotiations.com/articles/win-win-settlements/

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