Prep Paper- Bargaining

Prep Paper- Bargaining - Preparation Paper 1: Distributive...

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Preparation Paper 1: Distributive and Integrative Bargaining According to the article, “Negotiation Techniques: How to Keep Br’er Rabbit Out of the Brier Patch,” the negotiation process is composed of three formal phases. The information phase, which is the first phase, mainly focuses on the underlying desires and knowledge of the opposing party. Charles B. Craver (2003) claims that negotiators often employ information- seeking questions rather than close-ended questions to allow the opposing party to disclose their position. However, the negotiators should also be aware of which information they are willing to disclose themselves. As they articulate their client’s demands, they have transitioned into the competitive phase. In this phase, various key strategies and tactics including but are not limited to boulwareism, br’er rabbit, mutt and jeff, belly-up and passive aggressive behavior could be utilized. The boulwareism technique, which is also be known as the take-it-or-leave-it bargaining, forbids the opposing party to participate in the negotiation process. The Br’er Rabbit technique is used to evaluate how poorly the opposing party has done. Moreover, the mutt and jeff routine consists of a reasonable and an unreasonable negotiator, in which the reasonable negotiator praises their opponent but claims that the concessions have to be better in order for the unreasonable negotiator to be satisfied. Finally, the cooperative phase is the last phase in which both parties can agree to their current agreement or improve the outcomes. The concept of “exploding offers” is introduced in the article, “Defusing the Exploding Offer: The Farpoint Gambit.” Robert J. Robinson (1995) suggested that “exploding offers” are defined as deliberate strategies that are limited by an artificial, short period of time. Five characteristics of “exploding offers” are: power asymmetry, a pressure-inducing “test of faith,” restricting choice, lack of consideration and respect, and lack of good faith. “Exploding power” tends to exist in situations where power asymmetry occurs between the offeror and the receiver.
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Moreover, the receiver who is supposed to receive the offer is normally under excessive pressure from the offeror. The “exploding offer” purposely restrict the choice of the receiver, and it involves deadlines that are unnecessary rigid. These deadlines may create difficulties for the receiver; therefore, this is a sign of lack of consideration and respect. Lastly, if the offer made was rejected, the offer will move on to further options. This demonstrates that the offer made lacked a good faith attempt to reach an agreement. Even though the exploding offer places an
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Prep Paper- Bargaining - Preparation Paper 1: Distributive...

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