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 Prompt week5
More on Integrative Negotiation
Research scholarly articles on “integrative negotiation” or “integrative bargaining.”

  • Write 10 to 12 lines of dialogue script between two bargaining parties that are haggling over multiple issues in a purchase or negotiation, and then make a final agreement. For instance, when one buys a car or negotiates a salary increase, several factors are involved. To agree, the parties may discuss a few of the automotive features or aspects to the job in their negotiation.
  • In your scenario and dialogue, include any personal experiences or familiar situations you may have had.
  • Be sure the parties settle on a negotiated agreement by the end of the conversation.

Cite and reference sources according to APA Style.
 
 
Articles
Personality and Integrative Negotiations: A HEXACO Investigation of Actor, Partner, and Actor-Partner Interaction Effects on Objective and Subjective Outcomes
by Clark Amistad, Patrick D Dunlop, Ryan Ng, Jeromy Anglim, Ray Fells
Format:
Article
Publication year:
2018
|
Peer-reviewed
Journal:

  • European Journal of Personality v32 n4 (July/August 2018): 427-442

The present study sought to expand the literature on the relations of major dimensions of personality with integrative negotiation outcomes by introducing the HEXACO model, investigating both effects of the negotiators’ <i>and</i> their counterparts’ personality traits on objective and subjective negotiation outcomes, and investigating two interactions between the negotiators’ and counterparts’ personalities. One hundred forty-eight participants completed the HEXACO-100 measure of personality. Participants then engaged in a dyadic negotiation task that contained a mix of distributive and integrative elements (74 dyads). Measures of subjective experience and objective economic value were obtained, and actor-partner interdependence models were estimated. Personality was generally a better predictor of subjective experience than objective economic value. In particular, partner honesty-humility, extraversion, and openness predicted more positive negotiation experiences. An actor-partner interaction effect was found for actor-agreeableness by partner-honesty-humility on economic outcomes; agreeable actors achieved worse (better) economic outcomes when negotiating with partners that were low (high) on honesty-humility. © 2018 European Association of Personality Psychology
The present study sought to expand the literature on the relations of major dimensions of personality with integrative negotiation outcomes by introducing the HEXACO model, investigating both effects of the negotiators’ <i>and</i> their counterparts’ personality traits on objective and subjective negotiation outcomes, and investigating two interactions between the negotiators’ and counterparts’ personalities. One hundred forty-eight participants completed the HEXACO-100 measure of personality. Participants then engaged in a dyadic negotiation task that contained a mix of distributive and integrative elements (74 dyads). Measures of subjective experience and objective economic value were obtained, and actor-partner interdependence models were estimated. Personality was generally a better predictor of subjective experience than objective economic value. In particular, partner honesty-humility, extraversion, and openness predicted more positive negotiation experiences. An actor-partner interaction effect was found for actor-agreeableness by partner-honesty-humility on economic outcomes; agreeable actors achieved worse (better) economic outcomes when negotiating with partners that were low (high) on honesty-humility. © 2018 European Association of Personality Psychology
 
Bargaining under time pressure from deadlines
by Emin Karagözoğlu, Martin G Kocher
Format:
Article
Publication year:
2019
|
Peer-reviewed
Journal:

  • Experimental Economics : A Journal of the Economic Science Association v22 n2 (20190615): 419-440

We experimentally investigate the effect of time pressure from deadlines in a rich-context bargaining game with an induced reference point at the 2/3-1/3 distribution. Our results show that first proposals, concessions, and settlements are very similar for different time-pressure levels. Nevertheless, time pressure systematically influences the type of agreements reached: the likelihood of bargainers reaching agreements on the equal split is lower under time pressure. Furthermore, disagreements and last-moment-agreements (conditional on reaching an agreement) are more frequently observed under time pressure, though the effect on last-moment agreements disappears when disagreements are included in the analysis. Finally, the effect of time-pressure on the frequency of disagreements is stronger for those pairs with higher tension in first proposals.
We experimentally investigate the effect of time pressure from deadlines in a rich-context bargaining game with an induced reference point at the 2/3-1/3 distribution. Our results show that first proposals, concessions, and settlements are very similar for different time-pressure levels. Nevertheless, time pressure systematically influences the type of agreements reached: the likelihood of bargainers reaching agreements on the equal split is lower under time pressure. Furthermore, disagreements and last-moment-agreements (conditional on reaching an agreement) are more frequently observed under time pressure, though the effect on last-moment agreements disappears when disagreements are included in the analysis. Finally, the effect of time-pressure on the frequency of disagreements is stronger for those pairs with higher tension in first proposals.
 
 
 
 
 
Hypothetical Questions as Strategic Devices in Negotiation
by Diyan Nikolov Grigorov, A Francisca Snoeck Henkemans
Format:
Article
Publication year:
2019
|
Peer-reviewed
Journal:

  • Negotiation Journal v35 n3 (July 2019): 363-385

In this article, we analyze the use of hypothetical questions in integrative negotiation. We argue that hypothetical questions are useful devices for advancing implicit proposals and can also provide strategic argumentative support for the acceptance of a particular solution. To explain why negotiators prefer to use hypothetical questions when putting forward implicit proposals and to demonstrate how these questions fulfill negotiators’ argumentative purposes, our study uses the pragma-dialectical concept of strategic maneuvering and applies it to the analysis of a number of real-life negotiations. We conclude by demonstrating that hypothetical questions can be effective devices for strategic maneuvering and that negotiators can employ these kinds of questions to resolve some of the rhetorical predicaments imposed by the negotiator’s dilemma as well as to gain a competitive edge over their counterparts.
In this article, we analyze the use of hypothetical questions in integrative negotiation. We argue that hypothetical questions are useful devices for advancing implicit proposals and can also provide strategic argumentative support for the acceptance of a particular solution. To explain why negotiators prefer to use hypothetical questions when putting forward implicit proposals and to demonstrate how these questions fulfill negotiators’ argumentative purposes, our study uses the pragma-dialectical concept of strategic maneuvering and applies it to the analysis of a number of real-life negotiations. We conclude by demonstrating that hypothetical questions can be effective devices for strategic maneuvering and that negotiators can employ these kinds of questions to resolve some of the rhetorical predicaments imposed by the negotiator’s dilemma as well as to gain a competitive edge over their counterparts. Read Less
 
 

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