3. How did the bargaining play out? (Be as specific as possible.)

Module 2 – Home

PREPARING FOR NEGOTIATIONS AND DISTRIBUTIVE BARGAINING

Modular Learning Outcomes

Upon successful completion of this module, the student will be able to satisfy the following outcomes:

· Case

· Summarize best practices a healthcare manager should employ to prepare for negotiations and distributive bargaining.

· SLP

· Examine specific preparations for and outcome of a negotiated workplace conflict.

· Determine what could have been done differently to promote a more successful outcome.

· Discussion

Assess the effects of gender on negotiations and bargaining.

 

MODULE OUTCOME:

At some point in your professional career, you will likely participate in bargaining (or one of the other methods of alternative dispute resolution to resolve conflict). As your professional experience increases, you may be asked to serve in this role to try to resolve the conflicts of others. Therefore, it is important to be knowledgeable about the “what is,” the “how to,” and the “what to expect” from the process.

Depending on the type and level of conflict, some organizations will hire the services of trained professionals from firms that specialize in rendering dispute resolution services. These firms exist to provide services in a wide scope of dispute areas: family/divorce/custody, organizations, commercial, breaches of contract, interpersonal, international, etc. However, there is one common element among all of these: the process and human behavioral aspects and requirements of the bargaining process itself.

The bargaining process begins with two sides, each with its own solution to the topic at hand, and an attempt to move towards one agreed-upon solution. Please note that we say attempt – as we never know in advance if our efforts will be successful. In this module, we will begin to unfold the bargaining process by dealing with two topics: preparing for negotiation and distributive bargaining.

The background resources will guide you in a study of the process, procedures, techniques, and best practices for preparing for negotiations and using distributive bargaining to resolve workplace conflicts

 

 

 

Module 2 – Background

PREPARING FOR NEGOTIATIONS AND DISTRIBUTIVE BARGAINING

Required Reading/Viewing

Agndal, H., Age, L., & Eklinder-Frick, J. (2017). Two decades of business negotiation research: An overview and suggestions for future studies. The Journal of Business & Industrial Marketing, 32(4), 487-504. Retrieved from the Trident Online Library.

Stoshikj, M. (2014). Integrative and distributive negotiations and negotiation behavior. Journal of Service Science Research, 6(1), 29-69. Retrieved from the Trident Online Library.

Shachar, M.  NCM512 – M2.  PowerPoint presentation

View: Best Practices for Advanced Negotiation (2017).  https://youtu.be/cRnE8wXF7B

 

 

***********Discussion ASSIGNMENT:**************

The Effects of Gender on Negotiations

 

The effects of gender on negotiations and bargaining have been at the center of business-related research for decades. The approach and process can be affected by your own gender, and also the gender of the person sitting across the bargaining table from you. Using peer-reviewed sources, research the specific effects of gender, and concisely summarize the effects on negotiations and bargaining. Back your points up in a 500- to 750-word supported analysis vs. posting opinions. Remember to use in-text citations in your post.

Your posts will be graded on how well they meet the Discussion Requirements posted in the “Before You Begin” section. Please review this section, as well as the discussion scoring rubric.

 

 

 

******Module 2 – Case ASSIGNMENT*************

PREPARING FOR NEGOTIATIONS AND DISTRIBUTIVE BARGAINING

Assignment Overview

Now that the process of negotiation has been examined, let’s move forward to studying how we best prepare for negotiations, and how distributive bargaining works. Preparations, as in all aspects of life, are necessary for success. The same goes for negotiations. The better prepared you are to enter into and participate in the process, the more likely you can achieve a favorable outcome. Preparing for a negotiation or bargaining session will also reduce your anxiety and uncertainty, and allow time for you to define what is most important to you in the session’s potential outcome. It also allows you to gather as much relevant information as possible, listing the information and valuing it in a logical way to then make use of it during the bargaining. Once you define your specific goal, you can keep your focus on that goal in a rational and positive manner.

The process of distributive bargaining allows discussions to try to narrow the distance between the two sides. How is the pie best cut up to try to please both sides (or to be least offensive)? The “pie,” in the business world, could refer to items such as tangible products, services, capital, skills, information, or other resources. Each side will want to achieve its original goal; however, compromise is often needed to close the distance.

Preparations for the actual bargaining are critical. To a large extent, your power in bargaining is dependent upon how clear you are in your stated goals/desired outcome, your knowledge of acceptable alternatives, your walk-away values, and also how much you know about your opponents. Although we cannot promise a successful outcome of the negotiation and bargaining, we can prepare ourselves well by understanding the processes and best practices as fundamental steps that will ensure a more productive encounter.

Case Assignment

Using the background resources presented, as well as peer-reviewed sources of your own, create a PowerPoint presentation of 12-15 slides that clearly summarize the best practices that a healthcare manager should employ to best prepare for both negotiations and distributive bargaining. Include speaker’s notes to further expand upon and explain your points.

Assignment Expectations

 

1. Conduct additional research to gather sufficient information to support your presentation.

2. Provide 12-15 quality PowerPoint slides of bulleted-point information content (with speaker’s notes), not including title page and reference slides. Do not forget to use in-text citations.

3. Support your presentation with peer-reviewed articles and reliable sources. Use at least three references, and a minimum of two of these from peer-reviewed sources. For additional information on how to recognize peer-reviewed journals, see  http://www.angelo.edu/services/library/handouts/peerrev.php  and for evaluating internet sources: https://www.library.georgetown.edu/tutorials/research-guides/evaluating-internet-content

4. You may use the following source to assist in formatting your references and in-text citations for your slides:  https://owl.english.purdue.edu/owl/resource/560/01/.  Paraphrase all source information into your own words carefully and use in-text citations.

 

 

***********Module 2 – SLP ASSIGNMENT******

PREPARING FOR NEGOTIATIONS AND DISTRIBUTIVE BARGAINING

After completing the required background readings, answer the following questions:

1. Calling to mind a workplace conflict that was negotiated (or researching an organizational conflict), what specific preparations can you identify? (It is OK to use the same conflict from Case 1 here, and expand upon it using the new questions below).

2. What else could have/should have been done to best prepare?

3. How did the bargaining play out? (Be as specific as possible.)

4. What was the outcome for each side? What was achieved, and/or what was left unresolved on the table?

5. What specific changes could you recommend to improve the process of resolving this conflict?

SLP Assignment Expectations

 

1. Conduct additional research to gather sufficient information to support your analysis.

2. Provide a response of 3-5 full informative pages, “not including title page and references”

3. As we have multiple required items to be addressed herein, please use subheadings to show where you’re responding to each required item and to ensure that none are omitted.

4. Support your paper with peer-reviewed articles and reliable sources. Use at least three references, and a minimum of two of these from peer-reviewed sources. For additional information on how to recognize peer-reviewed journals, see  http://www.angelo.edu/services/library/handouts/peerrev.php  and for evaluating internet sources: https://www.library.georgetown.edu/tutorials/research-guides/evaluating-internet-content

5. You may use the following source to assist in formatting your assignment:  https://owl.english.purdue.edu/owl/resource/560/01/.  Paraphrase all source information into your own words carefully, and use in-text citations.

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