NEGOTIATION STYLE, INFLUENCE, AND CONFLICT


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The following reading is one of the main ones for this module and will introduce you to some of the main conflict management styles that are used in negotiations and other conflicts:

Pitagorsky, G. (2012). Chapter 6: Seek to understand: Conflict styles and approaches. Managing Conflict in Projects : Applying Mindfulness and Analysis for Optimal Results. Newtown Square, Pa: Project Management Institute. [EBSCO eBook Collection]

One way in which your negotiation style is determined is by your ethical orientation. The following reading will introduce you to role of ethics in negotiation styles:

Benoliel, M. (2014). Chapter 15: Understanding negotiation ethics. Negotiation Excellence: Successful Deal Making. Hackensack, NJ: World Scientific Publishing Company. [EBSCO eBook Collection]

Here are several interesting readings dealing with negotiation style and conflict resolution that you should review.  Again, there is no need to try to tackle any statistical analyses.  Just review the sections that deal with the presentation of ideas:

Sanches Neves, M. B., Liboni, L. B., Defina, D. A., & Martinelli, D. P. (2013). The relationship between negotiation style and motivation in unpaid negotiations: A case study in Brazil. International Journal of Business Administration, 4(3), 30. Retrieved from Trident University Library.

Monich, M. S., & Matveeva, L. V. (2012). Personality determinants of manipulative behavior in the negotiation process. Psychology in Russia, 5, 314-332. Retrieved from Trident University Library.

Westbrook, K. W., Arendall, C. S., & Padelford, W. M. (2011). Gender, competitiveness, and unethical negotiation strategies. Gender in Management, 26(4), 289-310. Retrieved from Trident University Library.

Marcus, L. J., Dorn, B. C., & McNulty, E. J. (2012). The walk in the woods: A step-by-step method for facilitating interest-based negotiation and conflict resolution. Negotiation Journal, 28(3), 337-349. Retrieved from Trident University Library.

NEGOTIATION STYLE, INFLUENCE, AND CONFLICT

Case Assignment

In this case study you are asked to integrate some key concepts presented in the reading into an essay.  Please answer the following questions:

How does the personality/negotiation style of key players in a negotiation influence the process and impact the likelihood of conflict?  Also, where does your negotiating style fit into this spectrum?

This will require some critical thinking on your part.

Assignment Expectations

  1. Answer questions with clarity.
  2. Show depth and breadth to enhance the quality of your paper.
  3. Search in our library to find some papers/articles to support your argument and show them in the reference list.

Turn in your 3- to 4-page paper by the module due date.

SLP2

NEGOTIATION STYLE, INFLUENCE, AND CONFLICT

As the owner of a small electrical company, you are hopeful you will be able to get OSHA’s area director to be willing to substantially decrease the $14,000 penalty you received.  That is a lot of money and goes directly against your bottom line. You are confident that you have a good argument for the area director to throw out two of the citations.

In preparation for the informal settlement conference with OSHA’s Area Director, you decide to have a talk with the foreman of the site and you learn that the General Contractor’s superintendent at the site was rather rude to the OSHA Compliance Officer during the inspection.  He then confesses that he, himself was not all that nice either.

In talking to a number of contractors who have had dealings with OSHA, you also discover that the Area Director is not the ‘jerk’ the framing contractor made her out to be (as described in Module 1), but is far from a ‘push-over’ in negotiations.  What you have learned is that she tends to focus on the facts of the case, but tends to be less accommodating when she or her compliance officers are not treated with the respect they deserve as federal officers. You have also learned that she can be impressed by companies who are committed to safety.

After reviewing your readings (and the scenario-related materials from Module 1(project# 244560), discuss your negotiation style and how you plan to present your case to the area director.

SLP Assignment Expectations

  1. Answer questions with clarity.
  2. Show depth and breadth to enhance the quality of your paper.
  3. Search in our library to find some papers/articles to support your argument and show them in the reference list.

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