Module 5 - SLP - Collaborative or Principled Negotiation

COLLABORATIVE OR PRINCIPLED NEGOTIATION EXPECTATIONS AND INTRODUCTION
Name:
Grade Course:
Tutor`s Name:
(07, September, 2010)Collaborative or Principled Negotiation Expectations and Introduction
The international retail outlet that runs a number of discount departments stores; it was founded by in1962. It is an American cooperation operating discount stores. This essay analyses the problem of unequal employment opportunities in the organization where by employees are discriminated by sex, religion, age, disability, and age.
The numbers (2010), Terry (1996) and Miller & Steinberg (1974) states that women are not granted equal opportunities in promotion and salary payment as compared to men yet they comprises of the higher percentage in the work force (70%). Older employees were being fired on the assumption that they are incompetent. This case, involves the Equal Employment Opportunity Committee Regulations and the firm`s management. In my discussion I will take the side of the firm`s management.
The principled negotiation method was employed in the case. The firm`s management tried to find an outcome that could have been mutually shared, (Dwyer, 2005) and (Roger & William, 1981). The group was thinking on how to match, pace, lead and model so the other group can shift the orientation and experience themselves as fully heard in terms of contents, emotions and intensity. By matching and pacing through asking questions that clarify, they become open to our lead and model of productive negotiating means.
Roger & William (1981) and Miller and Steinberg (1974) explains that the principle of separation of the people from the problem was deal with by independently handling the problem of people and substantial issues. In doing this the problems of perception, communication and emotions were at all times eliminated or if it occurred, it was kept at minimal. The principle of concentrating on interests but not position was carried out in a manner the negotiation dealt with issues that really employees want and need not issues they say that want or need. There were no taking positions to counter the opponent positions. By focusing on interests the principle of inventing options was being dealt with. New solutions to problems were sourced that allowed both sides to emerge as winners not sticking on the original stand assuming the other side to lose while we win. In fulfilling the fourth principle of insisting on the objective criteria for decision, we tried to consider what other firms have agreed upon so that it was used as the outside criteria. This greatly simplified the process of negotiation, (Cohen, 1997) and (Michelle, 2003)
The firm`s management BATNA was the removal of affirmative actions against women and aged people so that all people are on the same ground. It was activated in case after realizing that the EEOCR was considering th...