Negotiations Analysis

Negotiation Analysis Paper
Ivania Castaneda
HR595- Keller School of Management
March 2013

Introduction
Buying a home is a complicated and time consuming process. The purchase of a home is just one of many examples of negotiations that happen in everyday life. It is one of the few places in life where some form of negotiation is the rule rather than the exception. Not all people are effective negotiators. It takes a keen understanding of the process in order to be good at it. This class has provided tools via the review of key concepts and methodology to allow even the not so adept negotiator to be better at negotiating. By informing yourself, preparing, and keeping an objective mind frame we can all use the …show more content…

This paper will introduce the nature of negotiations and four key elements in the negotiation process utilizing a very common experience, the purchase of a home. At first glance I see the sale of a home as a problem solving opportunity. In my case the seller, a divorced dad of four, was looking to sale immediately to avoid foreclosure. The buyer (me) was looking for the best deal possible including, having all closing cost covered by the seller and walking away with cash at hand to make some home improvements. The purchase/sale of the home can be a win-win opportunity situation for both buyer and seller. This win-win scenario is also known as integrative bargaining. The integrative approach, like distributive bargaining, involves making concessions to reach an agreement but in addition, it involves searching for mutually profitable options and logical trade-offs. It is also called an expanded-pie approach (in comparison to the distributive fixed-pie approach) because negotiators search for better proposals than the obvious ones that meet only their own interests. Integrative techniques include a clear understanding of the issues; open sharing of information, and the joint exploration of solutions that benefit both parties (Cross, Rosenthal, 1999). In an integrative bargaining process the parties generally cooperate to achieve maximum total benefit of the final agreement. Integrative negotiators generally strive to achieve two goals: (1) to