Case Assignment

CASE ASSIGNMENTPrior to the actual duologues between the parties takes place concession slightly(predicate) the negotiation process must(prenominal) occur . In many an separate(prenominal) cases , two parties hardly come up with a negotiated shutdown because of more(prenominal)(prenominal) than indifference . Primarily , it is in the pre-negotiation phase where in only the parties involved commit to discuss and settle their differences . It is therefore sumptuous to consider the pre-negotiation phase in the negotiation processThe pre-negotiation phase has receive fundamental dos , namely : the Planning , Intellectual gathering , grammatical construction of goals and objectives Making strategies and lastly , the preparation . It is in seening where the parties dark the problems that will be solved and develop kno wledge around negotiation situations . This is where treaters maximize the limited time and resources upon solving the problemThe confess pointedness is Intellectual gathering . In this st historic flowing , maven collects process , analyzes and evaluates available data concerning the new(prenominal) party and opposite relevant informationThe thirdly exemplify is the formulation . It is in this stage where treaters set and determine goals and the means to achieve them . Here one and only(prenominal) would settle on and come up with the basic concerns that nuclear exit 18 pertinent to the encounter . It is also in-chief(postnominal) to set boundaries on all(prenominal) and every matter that would be discussedMaking strategies is the third stage of pre-negotiation . This is where negotiants devise fancys that they will use to achieve their goals and objectives as good as the tactics they would employ . Hence , turn over limit of attacks and defending approaches must be considered .

Before a negotiator sits on the table , he or she must puzzle already worked out a strategic program with unquestionable procedures that can control even the most robustious forceOn the other hand , the acknowledgement of the individual characteristics of negotiators is also a outstanding consideration in the negotiation process These characteristics track down a central role as these determine the negotiator s problem-solving taste and make a big impact on the results the negotiator indispensablenesss to achieveIn 2001 , Lucas and Peterson cited in their work Journal of Marketing theory and class period five individual character istics of negotiators that atomic number 18 considered as the the central causal factor of the negotiated outcomes . These atomic number 18 as follows : 1 ) age and generate , 2 ) schooling 3 ) gender , and 4 ) national cultureIndeed , age and experience are both independent influences but they are all the way associated with from each one other when it comes to the actual negotiation sessions . get along and experience are considered to be directly proportional to each other . This means that as a person ages , he or she gains a lot of experiences , and eventually learn from these . conversely these experiences shape a negotiator s behavior . These make negotiators more flexible and open-minded . These also makes them more considerate of the both parties involved as they try to make both ends represent and arrive at a win-win solution . Peterson and Lucas (2001 ) proposed that older and more experienced negotiators tend to be more inclined to plan and to devote more res ources to planning activitiesAnother important indivi! dual characteristic...If you fate to get a full essay, order it on our website: OrderCustomPaper.com

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