Human Resources Questionnaire the Relationships

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 observed 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 that can help them with such information. Certain individuals use deceptive or ambiguous tactics.