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In other words, integrative bargaining is a collaborative process which many times results in the parties helping each other to reach a mutually satisfactory long-term solution.
Marine Corp Recruiting Command
The issues of settlement strategy are very important to the Unites States Marine Corp Recruiting Command for several reasons. First, the MCRC operates on a budget set forth by the United States Navy/Marine Corp has to include the entire operating budget for the MCRC. Therefore, the MCRC has to negotiate with the higher-ups in the Navy/Marines on order to maintain its very financial viability. As the sole recruiting arm of the Marines, the MCRC, needs to purchase/lease office space and supplies, advertising and equipment to effectively convey its message. These activities will present additional opportunities for the MCRC to negotiate. However, the bigger negotiations these days will likely be a matter of far more public interest.
In January 2007, the MCRC opened an office in Berkeley, CA, and began soliciting local high school students to enlist. In January 2008, after local organizations began to protest the office and its tactics, the city commission of Berkeley passed several motions directly impacting the MCRC. One motion labeled the MCRC as "intruders" and another authorized a protest group by granting it a paring and a noise permit. While historically one of America's...
Clearly the city commission was dealing with many interests, including needs, desires and fears. These interests most likely concerned opposition to the war and to recruiting the area's high school kids. The MCRC has a need to produce quantities of able marines for the military effort. In fact, the commission did alter its language to specify that it disapproved of the war, not the military personnel.
Conclusion
The purpose to negotiating is to resolve disputes. Different strategies may be work better in certain cases than others. Because disputes are prevalent in our society, even industries that do not appear to need sound negotiating ability, like military recruiting, can benefit from a basic knowledge of positional and integrative bargaining.
References
Mitchell, Rex. (2009). Core Negotiation Concepts. Retrieved from http://www.csun.edu/~hfmgt001/456page.htm.
Spangler, Brad. (2004) " Integrative or Interest-Based Bargaining." Beyond Intractability. Eds.
Guy Burgess and Heidi Burgess. Conflict Research Consortium, University of Colorado,
http://www.beyondintractability.org/essay/interest-based_bargaining/
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