In a 2-3 page paper, address the following:

Negotiation

The two main approaches to any form of negotiation and they are integrative strategy versus distributive strategy (Gaertner & Ahlert, 1992). The two models of communication can be used in different contexts depending on which strategy can meet the goal set by the negotiator (Walton & Gershenfeld, 2004). Usually we can encounter distributive form of negotiation any time we are purchasing the car and integrated negotiations is something that we get involved with in ongoing basis, for example when we get to work early so that we get an off in the afternoon.

Which approach to take?

In my opinion I believe distributive bargaining can be a better strategy than integrative strategy. Distributive bargaining is very important especially when it comes to negotiations that are competitive and which involve distribution of fixed resources, and in this case the fixed resource is time (Luecke, 2010). The two parties in question are of the opinion that the resources are limited and they cannot be able to enlarge what is available for use, and it is win lose situation in that the one side gains at the other’s expense.

In the case with Michelle the stake are high and the dispute cannot be solved in any other way than through zero sum. The budget by the company is limited to the number of hours available and the seniority in terms of work, it is therefore upon all the parties to deal with their levels of compromise. Most of the critics of this method of bargaining believe that integrative strategy is better and they argue that when we invoke creativity, the disputants can be able to enlarge the resources and come up with benefits for both parties (Luecke, 2010). Distributive approach has been criticized for being destructive and making both parties to concentrate on their differences rather than how they can better their resources and position (Walton & Gershenfeld, 2004).

Formulation of Plan

Define the issues

Michelle works for Nikki which has to redesign its operations through offering new shifts. Those with seniority have been given advantage over the others and they have picked their ideal shifts. Those who have less seniority have been left with less ideal options. Michelle is one of those who feel that they have been left with less ideal option. She wants to meet with Nikki management in order to select a shift that suits her home responsibilities better.

Bargaining mix

This is made up of package of issues under negotiation (Kavanagh & Nailon, 2007). For every item that is included in the bargaining mix must have the starting point, target as well as resistance point.

· Home life responsibilities

She is furious with the fact that the schedule does not allow her to be able to tend to the needs of her family as she has been able to do in the past. If the management can be able to consider the fact that Michelle has certain human responsibilities that she must meet then one sticking point will have been met.

· Daycare provider Shift

Michelle has a daycare provider at home due to the fact that she is a single mum. Her daycare provider also works with a shift and therefore there is need to change her shift in order to fit into the new schedule for Michelle. It may be important that Michelle change the terms of engagement with her daycare provider which may be a disadvantage to her.

· Creation of the Shift option

This is the third bargaining aspect. The fact that Michelle is in the lower 20% makes it difficult for her even though she has been a stellar performance. The management should have included the opinion of the employees before they come up with final criteria.

Interest of both parties

Michelle wishes to find a shift that is ideal for her, in that she can be able to carry out her job duties and family responsibilities at the same time. The management wishes to be able to ensure that all employees work their shifts and meet the new goals.

Resistance point

The management has to ensure that the criteria that they have used stands. Michelle wishes to see that her needs at home are met with the requirements at home. Each party will look to ensure that they stick to their above interests.

Alternatives and BATNA

Michelle has the alternative of first to compromise her position and to change the hours with her daycare. The other alternative is to quit her job if her needs are not met. Lastly, she may take a shift that meets a middle ground between her and the management needs.

BATNA means the best alternatives to her negotiated agreement (Walton & Gershenfeld, 2004). The above alternatives can be taken as being inferior or superior to her BATNA. The first alternative is to accept any offer that betters her situation and reject any that further compromises.

Objectives and Opening Bids

Her objective should be to get a deal that; ensures she is able to meet her needs at home; she does not compromise her daycare schedule and also meet her daily duties at home. The starting point of negotiation should be aimed at changing the current position towards her BATNA.

Social Context

The negotiation took place within Nikki offices where all the stakeholders to the case were allowed to freely air their interests without any form of intimidation

References

Gaertner, W., & Ahlert, M. (1992). Social choice and bargaining perspectives on distributive justice. Berlin: Springer-Verlag.

Kavanagh, K., & Nailon, P. (2007). Excellence in the workplace: Legal & life skills in a nutshell. St .Paul, MN: Thomson/West.

Luecke, R. (2010). Best practice workplace negotiations. New York: American Management Association.

Walton, R., & Gershenfeld, J. (2004). Strategic negotiations: A theory of change in labor-management relations. Boston, Mass.: Harvard Business School Press.