MGT502 Solution

 

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Questions:

 1. In the above scenario which negotiation perspective has been used (distributive/ integrative)? Give logical reasons to support your answer. (5 marks)

Answer:

In this case the bargaining is distributive because in this bargaining one’s tactics focus on trying to get one’s opponent to agree to one’s specific target point or to get as close to it as possible. As you see the CEO of the company did the same thing, the CEO of that company decided to decrease the average salary from 3 million per year to 2.2 million per year which is almost 28 percent decrease. In this case CEO focus on trying to get his opponent to agree on specific target (28% decrease in salary) and in the last he offer them 27% and bring them on no win situation. Distributive bargaining leaves one party a loser. It tends to build animosities and deepens divisions

 2. What factors do you believe lead to the lack of settlement in the negotiation of New Horizons? (5 marks)

 Answer:

 In this case the negotiation should be better if both parties are open with information and sincere about the conflict, understanding that if they unbending on there point of conflicts the lost of the company and the labors. They should trust one another and enthusiasm to maintain flexibility in negotiation.

Determine CEO and the LABORS side’s Best Alternative to a Negotiated Agreement is (BATNA) if BATNA determines the lowest value acceptable to CEO/LABORS for disgreement. Any offer you receive that is higher than your BATNA is better than an impasse

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