Session 2 Paper
Keith D. Wright
Professor Mrazek
LED 520
Colorado Christian University
Sep 18, 2016
The ability to effectively negotiate is a skill that is needed for normal everyday life. Whether bargaining with management for time off, raises and bonuses or negotiating with spouses over who is going to pick the kids up or who is going to cook dinner, negotiations occur in everyday life. “Negotiations take place every day, in many places, about many things. Negotiating is a life skill. It’s about gaining value for yourself, but having the other party win something, too, ” claimed (Manas, 2015). This paper will examine the characteristics of two types of negotiating that people use everyday: distributive and integrative. In addition, this paper will compare the integrative and distributive approaches to a Christian worldview. The first type of negotiating that will be examined is the distributive negotiation model also refereed to as the “zero sum” negotiation. …show more content…
This type of bargaining is demonstrated when there is a set or fixed amount of resources and it is based on the premise of whatever one party gains, the other party gives up. According to (Aaron, 2007), the mentor of the negotiating outcomes, “In a distributive negotiation, parties compete over the distribution of a fixed sum of value. The key question in a distributed negotiation is, who will claim the most value?” (p. 4). The basic principle of the distributive model is that one party will receive more and the other party will receive less. “A gain by one side is made at the expense of the other. This is also known as a zero-sum negotiation,” claimed Aaron (p. 4-5). In distributive bargaining, one party’s goal is to win the negotiation and the goal of one is against the goal of another. The perfect example of distributive bargaining occurs when a person goes to a car dealership to purchase a new vehicle. The buyer wants the best and lowest possible deal, however the car dealer’s goal is to negotiate the highest possible price. The outcome of distributive negotiating results in what Aaron describes as the “win-lose” situation. “The seller and the buyer compete to claim the best deal possible for themselves and the bottom line defines what is possible,” claims Aaron. Normally in distributive negotiating, there is only one item at stake and the parties don 't know each other. When the parties don’t know each other, then they are more likely to keep personal values and information to themselves in order leverage the best outcome. Therefore, reputations are irrelevant and the need to develop and build relationships is not required. “Similarly, relationship and reputation are irrelevant; the negotiators are not willing to trade value in the deal for value in their relationship with the other negotiator,” claimed Aaron. (p. 5). Distributive bargaining doesn’t only happen at the car dealership. Individuals are always bargaining with the Lord especially the secular, those that don’t have a relationship with the Lord. Everyday, non-believers are always faced with desperate situations. How many times have we heard stories from secular individuals that claim they have prayed to the Lord when faced with adversity claiming that they will pray more, got to church more and live better lives if the Lord will deliver them from the current situation. As Christians, there is no need to negotiate with the Lord. When facing tough situations, there is no need for Christians to bargain with Him. Christians that have a strong and intimate relationship with the Lord just need to pray and trust in the Lord with all our heart. Trust in the Lord with all your heart; do not depend …show more content…
In distributive negotiating, there is only one item at stake and the parties normally don 't know each other and this model results in a “win-lose” situation. The integrative model involves multiple issues and is built on establishing relationships. The ability to effectively negotiate using both models is a skill that is needed for normal everyday life.
References
Aaron, M. C. (2007). Negotiating Outcomes. Boston, Ma: Harvard Business School press.
Author, N. (2012, Sep 23). businessconcepts101. Retrieved Sep 16, 2016, from businessconcepts101.com: http://businessconcepts101.blogspot.com/2012/11/negotiations-integrative-win-win-vs-distributive-zero-sum.html
Manas, S. (2015, Dec 17). Negotiating Negotiations. Retrieved Sep 17, 2016, from news.rutgers.edu: http://news.rutgers.edu/feature/negotiating-negotiations/20151216#.V99CmTsqbzK New Living Translation Study Bible. (2008). Carol Stream: Tyndale
Keith D. Wright
Professor Mrazek
LED 520
Colorado Christian University
Sep 18, 2016
The ability to effectively negotiate is a skill that is needed for normal everyday life. Whether bargaining with management for time off, raises and bonuses or negotiating with spouses over who is going to pick the kids up or who is going to cook dinner, negotiations occur in everyday life. “Negotiations take place every day, in many places, about many things. Negotiating is a life skill. It’s about gaining value for yourself, but having the other party win something, too, ” claimed (Manas, 2015). This paper will examine the characteristics of two types of negotiating that people use everyday: distributive and integrative. In addition, this paper will compare the integrative and distributive approaches to a Christian worldview. The first type of negotiating that will be examined is the distributive negotiation model also refereed to as the “zero sum” negotiation. …show more content…
This type of bargaining is demonstrated when there is a set or fixed amount of resources and it is based on the premise of whatever one party gains, the other party gives up. According to (Aaron, 2007), the mentor of the negotiating outcomes, “In a distributive negotiation, parties compete over the distribution of a fixed sum of value. The key question in a distributed negotiation is, who will claim the most value?” (p. 4). The basic principle of the distributive model is that one party will receive more and the other party will receive less. “A gain by one side is made at the expense of the other. This is also known as a zero-sum negotiation,” claimed Aaron (p. 4-5). In distributive bargaining, one party’s goal is to win the negotiation and the goal of one is against the goal of another. The perfect example of distributive bargaining occurs when a person goes to a car dealership to purchase a new vehicle. The buyer wants the best and lowest possible deal, however the car dealer’s goal is to negotiate the highest possible price. The outcome of distributive negotiating results in what Aaron describes as the “win-lose” situation. “The seller and the buyer compete to claim the best deal possible for themselves and the bottom line defines what is possible,” claims Aaron. Normally in distributive negotiating, there is only one item at stake and the parties don 't know each other. When the parties don’t know each other, then they are more likely to keep personal values and information to themselves in order leverage the best outcome. Therefore, reputations are irrelevant and the need to develop and build relationships is not required. “Similarly, relationship and reputation are irrelevant; the negotiators are not willing to trade value in the deal for value in their relationship with the other negotiator,” claimed Aaron. (p. 5). Distributive bargaining doesn’t only happen at the car dealership. Individuals are always bargaining with the Lord especially the secular, those that don’t have a relationship with the Lord. Everyday, non-believers are always faced with desperate situations. How many times have we heard stories from secular individuals that claim they have prayed to the Lord when faced with adversity claiming that they will pray more, got to church more and live better lives if the Lord will deliver them from the current situation. As Christians, there is no need to negotiate with the Lord. When facing tough situations, there is no need for Christians to bargain with Him. Christians that have a strong and intimate relationship with the Lord just need to pray and trust in the Lord with all our heart. Trust in the Lord with all your heart; do not depend …show more content…
In distributive negotiating, there is only one item at stake and the parties normally don 't know each other and this model results in a “win-lose” situation. The integrative model involves multiple issues and is built on establishing relationships. The ability to effectively negotiate using both models is a skill that is needed for normal everyday life.
References
Aaron, M. C. (2007). Negotiating Outcomes. Boston, Ma: Harvard Business School press.
Author, N. (2012, Sep 23). businessconcepts101. Retrieved Sep 16, 2016, from businessconcepts101.com: http://businessconcepts101.blogspot.com/2012/11/negotiations-integrative-win-win-vs-distributive-zero-sum.html
Manas, S. (2015, Dec 17). Negotiating Negotiations. Retrieved Sep 17, 2016, from news.rutgers.edu: http://news.rutgers.edu/feature/negotiating-negotiations/20151216#.V99CmTsqbzK New Living Translation Study Bible. (2008). Carol Stream: Tyndale