Module 3 - Home

NEGOTIATION STRATEGIES & PROCEDURES

Modular Learning Outcomes

Upon successful completion of this module, the student will be able to satisfy the following outcomes:

• Case 

o Explain the importance of preparing for a bargaining or negotiating session, and the need to define our interests and positions.

• SLP 

o Explain the importance of preparing for a bargaining or negotiating session, and the need to define our interests and positions.

o Explain the three phases of the negotiating process.

o Discuss the concept and principles of effective collaboration.

• Discussion 

o Discuss the concept and principles of effective collaboration.

Module Overview

Negotiation is but one of an array of conflict management strategies or approaches, open before us, when we encounter conflict. We will see that the decision to choose this strategy is a timely decision, based and dependent upon: the specific situation; the nature of the conflict; the sides/parties and the relations between them; time constraints; the stakes; and more.

Negotiation is all about; two sides having their own respective solutions to a conflict or to the differences between them, and their attempt to reach one agreed solution, breaching on the way, human behaviors and substantial factors, that separate the two sides.

The fundamental point to bear in mind is that where there is no dependency between the two sides, there will be no need for negotiation.

In this module we will delve into the principles and mechanics of:

• Bargaining or Positional Negotiations

• Collaboration and Principled Negotiations

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Module 3 - Background

NEGOTIATION STRATEGIES & PROCEDURES

Please review the following materials in this order and access via ProQuest where no link is provided:

1. Shachar, M. (2011). Conflict Resolution Management (CRM). Text Book. Chapter 4.

2. Power Point Presentation: Foundations of Conflict Resolution: Module 3

3. For your Case Assignment:

Van Wanrooy, B. (2009). Women at Work in Australia: Bargaining a Better Position? Australian Bulletin of Labour. Adelaide: 2009. Vol. 35, Iss. 4; pg. 611.

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Module 3 - Case

NEGOTIATION STRATEGIES & PROCEDURES

Assignment Overview

Of the very many topics and issues raised in this module, I have chosen to focus on the preparatory phase. A solid preparation is the key for effective negotiations. It reduces uncertainty; it saves overall time, and allows for focus.

The following article sheds an interesting light on Australian women preparing for negotiations within the workplace.

Case Assignment

Please read (access via ProQuest): van Wanrooy, B. (2009). Women at Work in Australia: Bargaining a Better Position? Australian Bulletin of Labour. Adelaide: 2009. Vol. 35, Iss. 4; pg. 611.

Abstract: The Australian industrial relations system has undergone significant upheaval in the last few decades, with a push towards decentralization. Women have traditionally relied on centralized wage setting and other statutory arrangements to improve their chances of equitable outcomes. One factor to which the widening gender pay gap is attributed is the introduction of enterprise and individual agreements (van Gellecum 2008). Using the Australia at Work study, this paper explores women`s experiences at work, focusing on their position in the labor market and their role in bargaining at the workplace. Using the Australia at Work study this paper examines the quality of women`s employment in terms of how they are engaged and the types of work they in which they are engaged. Evidence of men and women`s levels of bargaining power and involvement in workplace negotiation is also provided. The improvement and maintenance of many women`s working conditions will rest on the success or failure of the low-paid bargaining stream.

After carefully reading through the background materials, and this article, please answer (in about 3 pages), the following questions:

You have been chosen to represent the women in their bargaining with their employers.

1. What are the fundamental problems facing women wishing to improve on their employment within the workplace?

2. How would you prepare for the negotiations? The key word is "prepare."

3. What would you define as an interest (at least two), and what as possible positions to these interests?

Assignment Expectations

1. Focus on (Q2) the preparations you will make.

2. Distinguish (Q3) between the interests and positions.