Ethical vs. Unethical Negotiations: Dancing on the Slippery Slope
NCM512 Negotiation Strategies
Discussion: Ethical vs. Unethical Negotiations: Dancing on the Slippery Slope
After reading the background resource presented below, describe the pitfalls that must be avoided in the negotiation process. Without revealing proprietary information, have you ever experienced or heard of any of these tactics, and how did the situation resolve? Explain your answer in a 500- to 750-word summary.
Fleck, D., Volkema, R. J., & Pereira, S. (2016). Dancing on the slippery slope: The effects of appropriate versus inappropriate competitive tactics on negotiation process and outcome. Group Decision and Negotiation, 25(5), 873-899. Retrieved from the Trident Online Library.
Module 1 – Case Assignment
(3to5 pages plus info and Ref page
NEGOTIATION AND HUMAN BEHAVIOR PROCESSES
Assignment Overview
Understanding the negotiation process and negotiation strategies are critical managerial skills, as part of the methods of conflict resolution. Based on the assigned background readings, this Case allows you to articulate your understanding of negotiation process and strategy, as well as the human behavioral factors that can affect both process and outcome.
Case Assignment
After completing the required readings:
1. Articulate the process of negotiation in the workplace. What (specifically) does the process involve, start to finish, once a conflict has been identified?
2. Explain each of the human decision processes that may affect negotiations, including (but not limited to): cognitive biases, personality, motivation, emotion/moods, trust, reputations/relationships, gender, and culture. Please use subheadings within the Case to show where each is discussed.
Assignment Expectations
1. Conduct additional research to gather sufficient information to support your analysis.
2. Provide a response of 3-5 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 are 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.
Module 1 – SLP Assisgnment (3-5 pages plus title and ref pages)
NEGOTIATION AND HUMAN BEHAVIOR PROCESSES
This SLP is intended to allow you to apply the process of negotiation in an experiential way. Conflict is part of life, whether it is personal or professional. Using the assigned background readings, as well as some independent research of your own, apply what you have learned to a real life, practical case. Be sure to use subheadings to show where you are responding to each required item.
1. Identify an organization (without revealing proprietary information), and explain a specific conflict or issue that was negotiated.
2. Who were the parties involved, and what sides were taken in the conflict?
3. Choose a side. Which side do you choose, and why is it your choice?
4. Summarize your side’s process in the negotiation. What human behavioral factors came into play?
5. What were the defined interests of each side, and what were the entering and leaving points of your side?
6. How did the negotiation resolve? Was it successful?
SLP Assignment Expectations
1. Conduct additional research to gather sufficient information to support your analysis.
2. Provide a response of 3-5 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 are 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.
Module 1 – Outcomes
NEGOTIATION AND HUMAN BEHAVIOR PROCESSES
· Module
· Assess the role and process of negotiation as one method of alternative dispute resolution.
· Summarize the relevant human decision processes that affect negotiations, including: cognitive biases, personality, motivation, emotion/moods, trust, reputations/relationships, gender, and culture.
· Examine the theoretical and modeling/practical processes of using negotiation in the workplace.
· Apply the negotiation process to a specific workplace conflict.
· Summarize the interests, positions, entering points, and leaving points.
· Recommend changes that may have improved the process.
· Assess pitfalls and unethical behaviors that must be avoided in the negotiation process.
· Case
· Assess the role and process of negotiation as one method of alternative dispute resolution.
· Summarize the relevant human decision processes that affect negotiations, including: cognitive biases, personality, motivation, emotion/moods, trust, reputations/relationships, gender, and culture.
· Examine the theoretical and modeling/practical processes of using negotiation in the workplace.
· SLP
· Apply the negotiation process to a specific workplace conflict.
· Summarize the interests, positions, entering points, and leaving points.
· Recommend changes that may have improved the process.
· Discussion
· Assess pitfalls and unethical behaviors that must be avoided in the negotiation process.
NCM512 Negotiation Strategies (Learning Outcomes)
Upon successful completion of this course, the student will be able to satisfy the following outcomes:
· Module 1
· Assess the role and process of negotiation as one method of alternative dispute resolution.
· Summarize the relevant human decision processes that affect negotiations, including: cognitive biases, personality, motivation, emotion/moods, trust, reputations/relationships, gender, and culture.
· Examine the theoretical and modeling/practical processes of using negotiation in the workplace.
· Apply the negotiation process to a specific workplace conflict.
· Summarize the interests, positions, entering points, and leaving points.
· Recommend changes that may have improved the process.
· Assess pitfalls and unethical behaviors that must be avoided in the negotiation process.
COURSE MATERIALS/BIBLIOGRAPHY
All Modules
Shachar, M. (2011). Conflict Resolution Management (CRM) . Text Book.
Shachar, M. (2014). Mediation and Arbitration PowerPoint presentations.
Conflict Resolution Management (CRM). PowerPoint modular presentations.
Module 1
Required Reading/Viewing
Brett, J., and Thompson, L. (2016). Negotiation. Organizational Behavior and Human Decision Processes. Elsevier, 136: 68-79. Retrieved from the Trident Online Library.
View: The Walk From “No” to “Yes” (2017). https://www.ted.com/talks/william_ury?utm_campaign=tedspread&utm_medium=referral&utm_source=tedcomshare
Shachar, M. (2014). – NCM512 – M1 . PowerPoint Presentation.
Discussion Assignment (1 Page minimum , no title page
needed):
