Negotiation Process and Human Behaviors at Play
NEGOTIATION AND HUMAN BEHAVIOR PROCESSES
This SLP is intended to allow you to apply the process of negotiation in an experiential way. Conflict is part of life, whether it is personal or professional. Using the assigned background readings, as well as some independent research of your own, apply what you have learned to a real life, practical case. Be sure to use subheadings to show where you are responding to each required item.
Identify an organization (without revealing proprietary information), and explain a specific conflict or issue that was negotiated.
Who were the parties involved, and what sides were taken in the conflict?
Choose a side. Which side do you choose, and why is it your choice?
Summarize your side’s process in the negotiation. What human behavioral factors came into play?
What were the defined interests of each side, and what were the entering and leaving points of your side?
How did the negotiation resolve? Was it successful?
SLP Assignment Expectations
Conduct additional research to gather sufficient information to support your analysis.
Provide a response of 3-5 pages, not including title page and references
As we have multiple required items to be addressed herein, please use subheadings to show where you are responding to each required item and to ensure that none are omitted.
Support your paper with peer-reviewed articles and reliable sources. Use at least three references, and a minimum of two of these from peer-reviewed sources. For additional information on how to recognize peer-reviewed journals, see http://www(dot)angelo(dot)edu/services/library/handouts/peerrev.php and for evaluating internet sources:
https://www(dot)library(dot)georgetown(dot)edu/tutorials/research-guides/evaluating-internet-content
You may use the following source to assist in formatting your assignment: https://owl(dot)english(dot)purdue(dot)edu/owl/resource/560/01/. Paraphrase all source information into your own words carefully, and use in-text citations.
Negotiation Process
Name
Institution
Course
Instructor
Due Date
Negotiation Process
Conflict is an indispensable element of one’s personal and professional lives making it important for one to develop their negotiation skills. Barnes & Noble, a prominent bookstore chain, and Simon & Schuster, a publishing house are two organizations that had a conflict with each other. The conflict required attention when there was a breakdown in talks between the two involved parties and Barnes & Noble started taking actions intended to pressure Simon and Schuster into agreeing to their position. An analysis of the conflict between the two companies provides an opportunity to learn more about the negotiation process and the human factors at play during the process.
Involved Parties
The two primary parties that were involved in the conflict were Barnes & Noble and Simon & Schuster. Barnes and Noble is a major bookseller in the United States and had a market share of around 40 percent of the market as of the time of the conflict. The bookseller was looking to receive favorable book prices and was keen to receive increased remuneration for the titles it decided to display prominently in its stores. One of the contentious issues that had to be negotiated between the two parties was a decision on the party that should cover the expenses associated with the in-store promotion and e-book discounts. As one of the few remaining large bookstores, Barnes and Noble felt that publishers such as Simon & Schuster should play a key role in helping the bookseller to minimize the financial effects of the domination of Amazon booksellers in the industry.
Simon & Schuster is a publishing house that represents the interests of its editors, associated agents, and writers. Simon & Schuster was adamant that the book retailer should cover its marketing costs and should not demand significantly decreased prices for books as it would be detrimental to the literary ecosystem. Notably, Simon & Schuster represented the will of the editors and authors affiliated with the publishing house. Thus, its position can be essential to the overall interest of authors and editors. Simon & Schuster's position was that it was willing to help Barnes and Noble remain operational in the industry but was unwilling to cave into outrageous demands that Barnes & Noble put forward for consideration.
Chosen Side
Notably, I would side with Simon and Schuster and would lead the negotiation process with the retail booksellers. I believe that Barnes & Noble's hardball negotiation tactics are unfair and detrimental to the publishing industry. It is important to protect the interests of authors, agents, and publishers to maintain a thriving literary ecosystem.
Negotiation Process and Human Behavioral Factors
To achieve a favorable outcome in the negotiation, the publisher should follow a four-stage process; planning and preparation, discussion, review and propose, and bargaining and settling. In the planning and preparation stage, the publisher had to conduct a thorough analysis of its interests and collect the data required to support its position as well as identify potential areas of compromise (Druckman, 2007). During the discussion stage, Simon & Schuster should engage in open and constructive dialogue to communicate its interests and concerns while actively listening to the other party's perspective (Vetschera, 2013). In the review and proposal stage, the publisher had to assess the feedback and proposals received from Barnes & Noble and consider potential trade-offs. Finally, Simon & Schuster should negotiate in good faith, seeking a mutually acceptable agreement in the bargain and settle stage.
Notably, several human behaviora...