MBA
BUSINESS NEGOTIATION AND ALTERNATIVE DISPUTE RESOLUTION
NEGOTIATIONS ANALYSIS AND REFLACTION PAPER
DECEMBER-2007
INTRODUCTION
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Like it or not, everybody is a negotiator. We use negotiation techniques almost every day. We negotiated when we were kids trading sports cards or toys. We still do it today when we negotiate with the boss for a raise, or to buy bigger toys like autos and the latest gimmicks. It doesn't stop there either because we also use negotiation in our personal lives. We all have some combination of family, friends, spouse, significant other, or children. At some level, we negotiate with them all the time without even knowing we're doing so. We negotiate at home in divvying up the chores or trying to get our moody teenager to clean up their room. People unconsciously know more about negotiations than they'd ever care to admit.
Many people don't like to negotiate because they view it as a hassle, or not worth the effort. Even though we might consciously think we're avoiding the blatant negotiation process, we end up doing it without realizing that's exactly what's happening,. Think about how many times you and some other person sat down to decide, which restaurant and type of food you wanted to eat, or what movie to see on a Friday night.
You can run, but you can't hide from negotiating. It's a part of our daily lives. Why not unveil the mystery and learn more about what we do almost every day, and have some fun with it.
In this paper have been analyzed three negotiation situations of distributive, win-win and multi-party types, which were taken from the author’s own business experience to apply analytical tools and theoretica ...