MHR 505 Chapter : Ch#11 NOTES.docx

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peartiger516

27 Feb 2012

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Chapter #11: negotiating and bargaining (pages 333-335, learning objective #7) #7: define negotiation (bargaining); distinguish between distributive and integrative bargaining, and explaining the bargaining zone model. It is at the end of the continuum and take a competitive or win-lose approach to negotiations. In d. b. negotiations strategies usually include opening offers, the pattern of concessions, and the use of threats and commitments. Availability of an outcome through alternative means as the negotiators best alternative to the. I. b. focuses on the merits of the issues and is a win-win approach y y strategies usually involved are learning about the other parties interests and needs, looking for opportunities for trades, and developing creative options. In i. b. the negotiators approach are geared to how to create rather than take value. If integrative approach doesn t work then they cut their losses and move to a more distributive approach y y y.

Related Questions

harmaceutical Benefits Managers or PBM's are intermediaries between upstream drug manufacturers and downstream insurance companies. They design formularies (list of drugs that insurance will cover) and negotiate prices with drug companies. PBM's want a wider variety of drugs available to their insured populations, but at low prices. Suppose that they are negotiating with two non-drowsy allergy drugs, Claratin and Allegra, for inclusion on the formulary. The"value" or "surplus" created by including one non-drowsy allergy drug on the formulary is $100, but the value of the second drug is only $30.

a. What's the likely bargaining negotiation outcome if the PBM bargains by telling each drug company that they are going to reach agreement with the other drug company?

b. Now suppose the two drug companies merge. What is the likely post-merger bargaining outcome?

redhornet531

The Influences of Culture and Gender on Negotiations. Discuss the following statements. Assume the role of one of the five parties in the GLOBE Project Study case as you form your answers:

Explain why in Cross-Cultural Negotiations, the heuristic of availability is a culturally significant bias in a negotiation to sell a computer in a highly feminine society.

Discuss the differences between promotion focus, prevention focus and shadow negotiation, and which type is a negotiator from a collectivist society more likely to have, and why?

brownlouse70

What aspects of the existing contract are usually reviewed by the management preparing for negotiations?
Identify the important points that should be kept in mind by the management while preparing data for negotiation.
Briefly explain the basic rules governing the bargaining process.
Bargaining includes four behavioral components. Identify them.
What were the union demands in response to companies' request for concessions in the 1980s? Were these demands successful?
What is an impasse? When does it occur?
How does mediation facilitate settlement?
Explain the four different types of strikes.
Explain the purposes of picket lines.
What is a slowdown? Why is it difficult to take action against employees protesting in this manner?
List the different employer responses to strikes.

MHR 505 Chapter : Ch#11 NOTES.docx

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