Answer & Explanation:In this module you saw the impact and issues related to emotions,
biases, and perceptions surrounding a negotiation. In your first course
project assignment, you devised a plan for Michelle so that she could be
prepared for her negotiation with her boss. Clearly, Michelle is upset
over having to switch shifts and consequently locate new or additional
daycare. At this point in the conflict, Nikki is aware of Michelle being
displeased with the shift change and knows that she wants to meet, but
is unaware of reasons behind it. Michelle devised the new schedule based
solely on seniority and nothing else. She thought that this was the
fairest way possible given that the policy change affected everyone’s
schedule. She does not want the situation with Michelle to snowball into
a bigger issue with overall dissatisfaction with the employees. Nikki
feels that there is a section of employees who should not receive the
preferential shifts because they are continuous problems in the
workplace (this is a true and documented statement) regardless of the
fact that they have worked at the call center longer.
For this section of the project, you will be identifying possible
emotions, biases, and perceptions for this dilemma. In a 2-3 page paper,
address the following:
Frame the issues from Michelle and Nikki’s perspectives (use an interest, rights, or power approach to framing the issues).Biases hamper the negotiation process when parties come to the
table with prejudgments about the other party. Put yourself into the
shoes of both parties. Evaluate the biases that each party might have
formed about the other party. Think about some of your workplace
conflicts, what are some of the typical biases that arise when there is a
dispute between a supervisor and a subordinate? Relate these biases to
Michelle and Nikki’s situation.Nikki knows that emotions are running high in the conflict with
Michelle. From your readings this week and outside research, create a
list of seven strategies that Nikki can use during her negotiation with
Michelle for dealing with an opponent whose negative emotions are
running high and explain how each tactic can be utilized in this
situation. Ignoring the emotions is not an option.
In your paper, follow standard mechanics in grammar, punctuation, and
spelling. Provide proper APA cited research: in text and full
citations. Below is the document that will assist with the assignment

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Planning for Negotiation Project
Planning for the Negotiation Project
Rasmussen College
There are two approaches that Michelle can employ to help in her negotiation process. These
approaches are the distributive approach and the integrative approach. The distributive approach
is relevant when parties are sharing something such as in ‘divide the pie’ situation such as when
Planning for Negotiation Project
we make a purchase. (Barry, 1998)This approach is commonly used when individuals do not
have proper knowledge of each other and do not intend in having a relationship in the future. It is
proper for a situation where one party loses and the other gains. (Barry, 1998)
The integrative approach to negotiation is useful when the outcome of working as a team is
greater than that of working as individuals. This occurs in situations where negotiating parties
know each other and have an ongoing relationship or wish to establish one. (Kersten, 2001)It is
vital where cooperation benefits everyone. As for Michelle’s situation, I think she should take
the integrative method of bargaining when dealing with her situation.
The distributive approach may be good because Michelle will be able to gain her favorable time
of work while another workmate loses theirs. However, this approach is beneficial where parties
do not know each other or do not have a relationship. As for Michelle, she has an employeremployee relationship with Nikki. Therefore, the negotiation may not be effective since Nikki
may not be in a position to willingly tell Michelle what she is willing to give up. It will be hard
for Michelle to use this approach since both parties will be forced to focus on their differences
and what the other will lose. This approach will put a strain on their relationship.
The integrative approach results in a win-win situation for both parties by focusing on solving
the problems rather than on the differences. (Thompson, 1996)This approach is very effective
when parties have a relationship since it focuses on the relationship hence creating an
environment where trust is cultivated or maintained. (Kersten, 2001) The disadvantage is that
parties may have to settle for that which is not as their best interest but settle for that which is
good for the relationship. Michelle needs to continue working at the call center hence her best
approach would be the integrative approach. She would have to consider Nikki’s thought on the
Planning for Negotiation Project
subject and find a way in which the solution will be amiable to both of them. This is because
they need to continue having a healthy environment that has trust and openness.
These are the points where at which the two parties disagreed. The main issue for Michelle is
that she does not get a chance to perform her home life duties given the new time schedule. The
issue is that she was not given many options to choose from yet she has worked for many years
and has had a good track record.
Michelle’s issues
-She has responsibilities that she has to take care of at home that conflict with her new working
-She feels the situation was unfair to her having worked diligently for a long time in the call
-She did not get many choices to choose from.
Nikki’s issues
-She wants to be fair to everyone, respecting ranks in the center.
-All positions are already taken by other employees.
Planning for Negotiation Project
-Rearranging the employment time will affect the whole schedule she had prepared
-These positions ensure efficiency in the center.
Bargaining mix
There are several options that are available for the two parties to settle on. Both parties want
stellar performance in the company. The first option would be for Michelle to work from 10.00
am to 6.00 pm from Monday to Friday only. The next option would be for Michelle to work from
10.00am to 6.00pm from Monday to Friday and not avail herself on Saturday. The last option
would be for Michelle to work from 7.00 am to 3.00 pm from Monday to Friday, leaving her
Saturdays for her duties at home. She might have to compromise some hours that her baby will
stay without a baby sitter. Nikki might have to be creative and give Michelle extra hours during
the week.
-To continue with her stellar performance at work
-To balance her duties at work with her responsibilities at home.
-Fulfill her duties well.
-To provide a fair working environment where ranks are respected.
-To ensure that everyone performs their duties efficiently during designated shifts
Planning for Negotiation Project
-To respect and reward all employees according to rank.
Resistance points
For Michelle, her resistance point would be working from 8.00 am to 4.00pm on Saturdays
because she will have no one to babysit her child.
Nikki’s resistance points would be Michelle working fewer hours than her rank allows. Working
on weekdays only will mean that her Saturday hours have to be redistributed.
Michelle’s alternatives are;- 7:00 am-3:00 pm M-F
– 10:00am-6:00pm M-F
-Redistributing the Saturday hours to the week hence working extra hours during the week.
Probably from 7.00 am to 4.00pm from Monday to Friday.
-Her BATNA would be working from 10.00 am to 6.00pm from Monday to Friday.
Her target will be on working on weekdays only, preferably from 10.00am to 6.00pm from
Monday to Friday. That should also be her opening bid so that in case that alternative is
available, then she should have it.
Planning for Negotiation Project
In the negotiating environment, some human resource officers may be present. These people
with most likely side with Michelle and back her up. However, Nikki may have some other
official who may be on Nikki’s side. However, the main negotiators here are Michelle and Nikki;
the other parties may or may not be available.
Nikki’s issues will be that she is compromised since there are no other available positions. She
may argue that all shifts are already taken and her hands are tied.
Her interests are: – a peaceful and conducive working environment for all people, to ensure that
all employees fulfill their duties effectively and to respect and reward seniority.
Nikki will require Michelle to work out her issues and stick to her chosen shift. Her resistance
point will definitely be Michelle’s working from Tuesday to Friday only. Her target might be for
Michelle to maintain working from 10.00am to 6.0pm from Tuesday to Friday and from 8.00am
to 4.00 pm on Saturdays. This will also be her starting point.
Nikki might be a rigid negotiator given the fact that shifts are already occupied and she does not
want to disrupt the new order that had been established. In addition, she might not welcome
Michelle’s complaint given the fact that employees were free to choose their shifts.
Nikki should start by appreciating the current change in working hours since it is for the best of
the company. She should then go ahead and explain the reasons behind her presentation of
complaint, emphasizing that she is doing so in order to continue with her excellent performance
at the company.
Planning for Negotiation Project
In case Nikki refuses her alternatives, she should be ready to explain why she thinks that the
current time schedule will not be the best for her. If that fails, she should propose her BATNA
and defend it.
The negotiation should take place at a boardroom or in Nikki’s office or any place that has
ambient space that is away from distractions. The time of discussion should be during working
hours, preferably during the morning hours when everyone is energetic and should take up a
maximum of 30 minutes.
If the negotiation fails, then Michelle can try renegotiating at another time to try and see if the
outcome will be different. If both fail, Michelle should consider getting a new baby sitter who
will be available on weekends. It would be prudent to have a signed document indicating the
agreements and signed by both parties. A good agreement will have been achieved if both parties
walk out feeling respected and if the relationship is still where it was if not better. The two
should also have compromised.
Barry, B. &. (1998). Bargainer characteristics in distributive and integrative negotiation. Journal
of personality and social psychology, 74(2), , 345.
Planning for Negotiation Project
Kersten, G. E. (2001). Modeling distributive and integrative negotiations. Review and revised
characterization. Group Decision and Negotiation, 10(6), , 493-514.
Thompson, L. P. (1996). Team negotiation: An examination of integrative and distributive
bargaining. Journal of Personality and Social Psychology, 70(1),, 66.

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