312 integrative bargaining imagine you hope to rent a

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3.1.2 Integrative Bargaining Imagine you hope to rent a room and are concerned about the cost of rent. The landlord is less concerned with rent. Instead, he wants a tenant who is neat and responsible. In such a situation, it is possible to work together to reach a mutually beneficial solution. The landlord may allow you to pay lower rent if you are able to keep the apartment neat. Integrative Bargaining: Negotiation that seeks one or more settlements that can create a win-win solution.
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BUS103 STUDY UNIT 5 SU5 13 You should now read Robbins and Judge (2015), Chapter 14, pp. 443-447 to learn more about distributive and integrative bargaining. Also, take a look at Exhibit 14-5 in your text. It summarises the main differences between distributive and integrative bargaining. 3.2 Individual Differences in Negotiation Effectiveness Do you know someone who is a very good negotiator? Why do you think some people are better negotiators than others? In this section, we will go over four factors that may influence how individuals negotiate: personality, mood, culture, and gender. 3.2.1 Personality People’s personality may affect how they negotiate. What type of personality traits do you think influences negotiation outcomes? How personality type influences negotiations depends very much on the situation. For instance, if the party you are negotiating with is very assertive, you may perform better in the negotiation if you are more extraverted (recall Study Unit 2) and behave more assertively and enthusiastically. 3.2.2 Mood Like personality, mood also influences negotiation outcomes, depending on the negotiation circumstances. For instance, a negotiator who shows anger typically induces concessions, but this only happens if you have as much power as your counterpart. Think about how people will react if their negotiation counterpart has less power, but became angry during the negotiation. Would you want to be in this situation? How will you feel if someone became angry when negotiating with you?
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BUS103 STUDY UNIT 5 SU5 14 3.2.3 Culture Do people from different cultures negotiate differently? Think about your colleagues from different parts of the world, do they negotiate in the same manner as you? Research shows that people negotiate more effectively within cultures than between them. Why is this so? 3.2.4 Gender Men and women also negotiate differently. Research has shown that compared to men, women are less assertive, less self-interested, and more accommodating. Do you agree with this statement? What do you think are the downsides of such behaviour? You should now read Robbins and Judge (2015), Chapter 14, pp. 449-454 to learn how individual differences affect negotiation effectiveness. Please click here to login to your Library account and access the Newslink database. Search for the article titled “ Why it pays to negotiate your salary in The Straits Times on June 17, 2013.
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