Negotiation Bargaining and Advocacy
In this unit students are organised into management and union groups that are required to reach agreement on three unresolved issues in enterprise bargaining negotiations. Students use the evidence of the online negotiation in which they were involved to develop a critique that analyses their negotiation and evaluates the extent the Fells’ DNA of negotiation is evident.
You are required to submit a 1800 word critique that analyses the online negotiation for Assignment 2: Professional task. The critique should address the following questions:
- Which components of the Fells’ DNA of negotiation were more influential in shaping the course of your online negotiation? What are the reasons for this argument?
- Using your knowledge of negotiation and bargaining, evaluate which components of the DNA negotiation metaphor (reciprocity, trust, power, information exchange, ethics, and outcome) had the most influence on the online negotiation in which you participated. Examine, in particular, the presence of competitive (distributive) and cooperative (integrative) bargaining evident in your negotiation, and assess the impact these styles of negotiation had on emphasising one or more of the components of the DNA negotiation.
You will find the readings listed in Modules 2, 3, and 6 useful in responding to the first question, and will find the readings listed in Module 5 useful in responding to the second question, as the various models of negotiation and bargaining provide possible explanations why a component of the DNA of negotiation may be more influential than others.