Questionnaire on "Human Resources Questionnaire the Relationships"

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Human Resources Questionnaire

The relationships that take place between different departments of the company rely on negotiation. Negotiations occur because individuals must agree on how to share or divide a limited resource. Negotiations also occur because the parties involved must develop something that they cannot develop on their own. In addition to this, negotiations take place in order to resolve problems between different parties.

The difference between bargaining and negotiation is that bargaining refers to a competitive, win-lose situation (Lewicki et al., 2001). Negotiation refers to developing win-win situations. In order to be successful, negotiations must refer to the management of tangibles, like the price or terms of agreement, but also to intangibles like psychological motivations. It is important that ACME focuses on developing an integrative approach to interdepartmental negotiations. This is because the company's departments must work together as an integrated system in order to reach the objectives of the company.

2. Conflicts are represented by significant disagreement or opposition towards something. It refers to the divergence of interest, and to the fact that different parties cannot reach their objectives at the same time. There are several levels of conflict. The intra-group conflict takes place within groups, team members, and others. The inter-group conflict takes place between organizations, countries, communities, and others. The dysfunctions that conflicts develop are represented by reduced communication, differences, problems within companies.

Conflicts are not always negative issues. This can be ob

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served during certain types of negotiations. This is because agreements do not lead to progress. If individuals agree from the beginning on something, this means that they do not explore all the opportunities. Therefore, disagreements can sometimes lead to progress.

3. The situation regarding the sales process between Jack and Mary can be considered an integrative negotiation. This is because both parties have established similar prices. Jack has established the best price that he wants to sell the price at. This is the initial offer. But he has also established another price level that is convenient for him. This is the target point. Prices bellow this target point can be considered the walkaway point. This means that he is willing to accept a smaller offer in comparison with what he is asking.

The same situation applies to Mary. She has established the best price that she wants to purchase the car at. This is the asking price. But she has also established a higher price level that can be convenient for her. This is the target point. Price levels higher in comparison with this point can be considered the walkaway point.

4. The distributive negotiation refers to situations where fixed amounts of resources must be divided between several parties. In other words, the part won by certain parties is lost by others. Such distributive negotiations usually take place between parties that do not know each other very well, and that do not know what they can expect from their business partner. Such negotiations also take place in the case of purchases.

The integrative negotiation takes place in situations where the parties involved have higher benefits from their relationship. In other words, bother parties benefit from this relationship. This is the case of most negotiations.

The integrative negotiation process begins with developing a free flow of information. In addition to this, it is important to understand the other negotiator's needs and objectives. The parties involved in the negotiation process must focus on their common objectives, and not on the differences between them. The negotiators must identify solutions that favor all the parties involved in the negotiation. In order to be successful, negotiations must be flexible. BATNA refers to the best alternative to a negotiated agreement. In situations where proposals are better in comparison with the established BATNA, they must be accepted.

It is sometimes difficult to reach win-win objectives. This is because the parties involved in the negotiation process do not want to accept the fact that it is better to also focus on the objectives of other negotiators. Therefore, it is difficult to reach this objective.

5. There are also other parties that are sometimes involved in the negotiation process. This is usually the case of situations where some of the parties prefer to be represented by other negotiators. The negotiation dyad refers to the investigations that sometimes take place during negotiations. This is because some of the parties require complex information in order to make a decision.

The agent refers to the mediation that is required in certain negotiation processes. Constituency refers to the process of improving the outcome for some of the parties involved in the negotiation process. Bystander and audience refer to parties that are witnesses to the negotiation, but that cannot influence the process.

6. The negotiation process begins with the preparation. During this step, the parties involved in the negotiation must prepare for this process. This refers to identifying their objectives, and identifying the objectives that other parties have. The following step is represented by information sharing. During this step, the parties involved in the negotiation process exchange information about themselves and about what they want.

The following step is represented by bargaining. During this step, the parties talk about what they want, what they can offer, and what they are interested in. If parties agree on what they can offer and receive, they finalize the deal.

7. Perception refers to the image that some of the parties involved in the negotiation process have on other parties. This refers to the opinion that certain parties develop their negotiation strategy on. If their perception is not correct, this means that they cannot develop a successful negotiation strategy. This is because this strategy is not based on correct issues that address the party in case.

There are several perceptual errors that can take place. The most important perceptual errors in negotiations are represented by generalization, anticipation, projection, and selective perception. It is important to identify such perceptual errors if they take place and to correct them. Framing refers to identifying the context of certain situations.

8. Communication is very important in developing successful negotiation processes. However, there are numerous situations where the parties involved in the negotiation process do not communicate well. Therefore, there are several sources of distortion in the communication process.

Such a source of distortion is represented by the environment in which the communication takes place. This is because the environment can make the message not to be clear to the receiver. The message sender is another source of communication distortion. In addition to this, the receiver can also distort the message that must be received.

Listening is another factor of great importance to the success of the negotiation process. In order to develop a win-win situation, it is important that parties also provide other parties what they want to receive. This means that they must identify their needs and preferences. This objective can be reached by listening the other parties.

Negotiators must also focus on improving their communication skills. This is an important issue that must be addressed by most negotiators. In order to reach this objective it is recommended to identify the communication problems. This allows individuals to determine what issues they must address in order to improve their communication skills. In addition to this, they can invest in training programs that focus on communication skills.

9. Ethics in negotiation represents an important issue that must be addressed. In order to be successful, negotiations must be represented by win-win situations. But this objective cannot be reached if negotiators do not follow ethical standards.

Therefore, it is important to identify the ethical standards developed by certain organizations that address the fields that the negotiation refers to. In case the negotiators do not known or understand these ethical standards, they must use the help of mediators and agents… READ MORE

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Quoted Instructions for "Human Resources Questionnaire the Relationships" Assignment:

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1. Joe McDonald is the HR manager of ACME chemicals. His boss, Bill Jacobs, is concerned that the interactions between the various departments of the company are inconsistent and that there is too much competition between departments rather than cooperation. Bill has asked you about ways to improve the negotiations between business units. In your explanation to Bill, you need to explain the following: What are the three primary reasons that negotiations occur? What is the difference between bargaining and negotiation? Why must successful negotiations involve both tangible and intangible components? Do you think that ACME needs to pursue an integrative or a distributive approach to their future interdepartmental negotiations?

2. Define the term *****conflict***** and describe how it impacts the negotiation process. Your explanation should include the 4 levels of conflict and the dysfunctions that conflict can create. In your response, you need to also provide your opinion as to whether conflict is always a negative component in negotiations. If not, why?

3. Jack Johnson owns a 1998 Ford Mustang that he is looking to sell. He advertises in the Auto Trader. Mary Smith responds to his ad and expresses interest in purchasing the vehicle. Jack is asking $3500 for the car. Mary is looking to pay no more than $2500 for the vehicle. Would you describe this negotiation as a distributive or an integrative negotiation? Why? Jack has set $3500 as the price of his car but is willing to take $3000 for the vehicle. Anything under $3000 will not be accepted. Mary wants to pay $2500 for the car, but is willing to go up to $3000. Anything over $3000 will cause the deal to fail. Define and contrast the Walkaway Points, Target Points and Asking Price/Initial Offer of the parties. What are some of the strategies that could be used by each party to achieve the outcome they desire?

4. What makes an integrative negotiation different from a distributive negotiation? Define the key steps in the integrative negotiation process. How does establishment of a BATNA aid the parties in realizing their integrative outcome? (Define the term BATNA in your response). If a win-win outcome is beneficial to both parties, then why is it so difficult to achieve?

5. Often there are other parties to a negotiation that can add great complexity to the process. Define the following terms: Negotiating Dyad; Agent; Constituency; Bystander; Audience. What are some of the reasons that an individual might engage the services of an agent to represent him/her in a negotiation? (Discuss at least three) What are the three distinct relationships that an Agent has to maintain in the negotiation process?

6. Marie Smith is the head of Marketing for Jones Construction. Harry Brown is the on-site project manager for all major construction projects. Marie is interested in expanding the budget for general marketing activities. Harry wants these resources reserved for existing projects. Marie comes to you for advice on the key steps she should use in preparing for her negotiation with Harry. Discuss the 7 steps to an ideal negotiation process.

7. As Marie and Harry enter into their negotiations, their perceptions of each other will be an important component to the negotiation process. Define perception and the role it plays in the negotiation process. What are the four major perceptual errors that tend to occur? What does the term *****framing***** mean and how does it relate to the issue of perceptions? How can we counter these perceptual errors?

8. We have discussed the importance of communication in the negotiation process. We reviewed the concept of communication as a sender encoding a message to a receiver who decodes the message and then responds back to the sender ***** thus creating the feedback process important to every negotiation. What are the major sources of distortion that can interfere with communication? (Name and define at least 3) What are the three key questions we need to ask regarding communication in negotiations? What role does listening play in the communications process (Describe the 3 types of listening). What are some of the ways that a negotiator can improve his/her communication skills?

9. When we look at the complexities of the negotiation process, there are many situations where a negotiator might consider the use of questionable tactics to accomplish his/her goals. This brings up the important question of ethics in negotiation. Define the 4 types of ethical reasoning. Why do people use deceptive/ambiguous tactics in negotiation? What are some of the factors that shape a predisposition to the use of unethical tactics? How can we effectively respond to the use of unethical practices?

10. Barney and Marilyn have been married for six months. They engage in negotiations consistently as a way to improve their understanding of each other and to build a loving relationship. How does this *****relationship***** negotiation differ from the negotiation practices that we have discussed involving business relationships? Research has uncovered 4 fundamental types of relationship forms. Define and contrast them. Which of the four types represent the relationship between Barney and Marilyn? What are the three key elements necessary for managing negotiations within relationships? Which do you think is the most important? Why?

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