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Effective Negotiating

            The NHL negotiation that led to the canceling of all of the games remaining in the season on February 16, 2005 would fall into the integrative negotiating category initially but had many more attributes of distributive bargaining. The NHL negotiation falls into this type of negotiation because the league and the players were essentially trying to find a middle ground and a win/win situation but clearly the outcome of the negotiation tells otherwise. Ultimately the negotiating took the form of distributive bargaining because the motivation was a win/lose situation and the pie was fixed when it came to player salaries and what the league would also make in terms of profits. This situation is very similar to the typical situation where an individual is requesting a certain salary and their employer is also doing the same but both parties are on different pages because of the win/lose situation. However, what is interesting in this case is that the entire remaining season was cancelled because negotiations could not come to a peaceful end with zero consideration of all other parties affect. This action on behalf of Commissioner Gary Bettman reflects poorly on his work ethic because he had zero concern about everyone else affected by his actions.
             Some of the factors that led to the lack of settlement in the NHL negotiations was the actual lack of transparent negotiating on either side of the parties included. For example, the league first attempted to lower player salaries from $1.8 million per year to $1.3 million per year because they league was losing profits for two consecutive years. The player's union responded back to this negotiation with accepting an average salary of $1.4 million. Bettman then took another avenue in the negotiation and offered the player's union a player salary that was a percentage of the revenue that the league makes which would vary considerably. This idea did not sit well with the players and specific dollar amounts on salaries were negotiated again.


Essays Related to Effective Negotiating

1. The Art of Employee Negotiation

... is also known as "value claiming." In distributive or value-claiming negotiations, negotiators usually meet to exchange proposals, offers, and counter-offers. This type of negotiating does not lend to establishing long-term relationships. This is in contrast with integrative bargaining in which there is a possibility of mutually beneficial results for each party. In integrative ... could be said for those who embrace a more cooperative negotiation style. Cooperative oriented negotiators who embrace a problem solving behavior will see more positive results and create a friendlier atmosph...

  • Word Count: 2610
  • Approx Pages: 10

2. Tootsie Roll

... across functions they develop a better appreciation for the company as a whole. Companies who implement high employee involvement in cross-functional teams have faired tremendous success. 4. Why are effective negotiating skills vital to TRI's expansion? TRI uses collaboration style of negotiation to increase market share and brand recognition. The majority of expansion is through acquisitions of other well known ... brands of candy. The company continues to acquire several brands/candy companies to improve overall market share and profitability. Effective negotiating skills are needed to...

  • Word Count: 869
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3. Negotiation

... terms of a transaction are agreed and then acted out. The two most predominantly used approaches in negotiation are compromise and bargaining. These two approaches offer extremely rational approaches to negotiation. "Negotiating by using compromise or bargaining can be seen as a conciliatory way of doing business, as being fair and reasonable, as acting in a "gentlemanly" fashion. Using these approaches, however, will ... often not give you the best deal" . Compromising is finding a middle ground between the two parties involved in the negotiating process. Compromising is meeting in the...

  • Word Count: 972
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4. Parent Child Negotiations

... capturing your child's attention and eliminating that "spacey" zone that they often fall into. Establishing eye contact is an age-old technique for effective communication. It establishes that a though is being directly communicated from sender to a specified recipient. This flags the recipient to pay attention to ... in the surrounding environment, such as another child or a forbidden T.V. show, often cause tantrums, fussing, and fits. With so many distractions, negotiating can become very difficult. By sending the child to his room for ten minutes, the environmental distractions disap...

  • Word Count: 4352
  • Approx Pages: 17
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5. The US and Iran's Nuclear Program

... negotiations rounds with Iran since these began. Our approach embraces a long-term strategic view of the Iranian nuclear crisis, and seeks to identify promising U.S. strategic choices and negotiating propositions that can maximize security and promote U.S. regional and global interests while avoiding unnecessary costs and risks. Ultimately, it is our objective for the US to reach an ... the nuclear fuel cycle, substantially improve its delivery systems, and create defenses and a sustenance mechanism of its nuclear infrastructure. However the US could still reach an agreement by negotiati...

  • Word Count: 1315
  • Approx Pages: 5
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6. First Japanese Business Meetin

... and focus on themselves before the group. The Japanese prefer to have unanimous agreement rather than agreement by the most votes. They believe in negotiating until agreement emerges and if unanimity does not materialize it is better to defer making the decision. There are several virtues highly valued in Japan ... you are for your meeting measures how serious you are (Gercik 16). The Japanese see research and preparation as an important asset to the effective workings of a group. "Foreign visitors who take the trouble to learn something in advance about the Japanese they are to meet wil...

  • Word Count: 8160
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7. Chinese Business Customs

... are a huge part of the international trading system in America. In this paper I will discuss cultural differences, negotiation tactics, traditional and non-traditional customs, and attempt to explain effective methods of communication in the business sector of Chinese culture. I will begin by comparing and contrasting the cultures of China and America, and continue, by implementing ideas for ... these customs may be more relaxed. (Xi, 2014) In America, maintaining a positive image in business is very important. The Chinese also believe that maintaining a positive outlook is necessary for...

  • Word Count: 1725
  • Approx Pages: 7
  • Has Bibliography
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8. American Diplomatic Style

... Grossman. As a whole, though, American diplomats are those individuals that are used in order to further our national interests while maintaining a strategic approach to achieve the desired outcome. American Negotiating Behavior "[Negotiation] is a privilege bestowed on deserving foreigners." Gilles Andreani, French Diplomat The focus of Solomon and Quinney is on negotiation, our tactics used, and the perception of foreign ... order to "dictate terms"" in achieving our national interests (namely peace and freedom around the world). Along with these kinds of behaviors, however, are the ch...

  • Word Count: 1630
  • Approx Pages: 7
  • Has Bibliography
  • Grade Level: Undergraduate

9. Terrorism

... and at others we have failed. In Sun Tsu's book The Art of War, he writes know your enemy, this is the most effective strategy in battle. But does America really know its enemy? Certainly, we have seen pictures of Osama Bin Laden and Yasir Arafat, and ... by deed" (Hoffman 17). Pisacane implies that an organization should employ terror as a means of getting recognition, gaining support and as a negotiating tool. Many modern Terrorist groups comply with this idea. The historical example of the regime de la terreur has set the stage for other communist ... very likely to happen. Dwelling ...

  • Word Count: 3165
  • Approx Pages: 13
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