среда, 27 февраля 2019 г.
Interests, issues, and psychological distance in integrative negotiation Essay
demiseogenic negotiationIntroduction Giacomantonio, De Dreu, & Mannetti, (2010) argues that combinatorial negotiation is likely to reduce concomitant of future conflicts, result in acceptable agreements, and maintain the feelings of self-efficacy. The study use experimental design to evaluate the bring and importance of consolidative negotiations in conflict announcement. The evaluation was done based on the inherent interests (primary focus) and underlying nationals (secondary focus). Primary focus was said to be the main considerations in integrative negations. Many negotiations fail to address the underlying interests and concentrate on issues and gum olibanum they end not getting a long-term solution. The authors argue that rugged psychological distance play an important part in constructive integrative negotiation as opposed to long distance. concord to the study, integrative approach ensures that the warring parties argon involved in negotiations and they ac hieve aspirations or else than fifty-fifty compromise. Many research carried out on integrative negotiations reveals that they end result is a win-win situation without compromising on any issue or need. In addition, the design of integrative negotiation involves considerations of the underlying issues in order to address the conflict effectively. The integration allow cooperation during conflict resolution process and ensure that no issues that be left unattended. Since all the issues are addressed during the initial conflict resolution, the probability of future conflicts is reduced significantly. According to the study, debriefing of the negotiators prior to the negotiation process helps the development of integrative negotiation. The process is enhanced from the fact that the negotiators familiarise with the situations and understand the priorities and preferences of their subjects. According to the authors, integrative negotiations are effective when negotiations involve on conflicting group members. When negotiation includes out-group people, there is high likely hood of disruptive and hurting negotiations rather than co-op solution, which is the major factor in integrative negotiations.ReferencesGiacomantonio, M., De Dreu, C. W., & Mannetti, L. (2010). Now you see it, straightway you dont interests, issues, and psychological distance in integrative negotiation. diary of Personality & Social Psychology,98(5), 761-774http//search.proquest.com.ezproxy.apollolibrary.com/docview/614552589/fulltextPDF/EAB7338B11CA4437PQ/1?accountid=35812http//dip38.psi.uniroma1.it/servizi/dppss2012/sites/default/files/giacomantonio_et_al._2010_jpsp.pdfSource document