Negotiation Techniques There Are a Thesis

Open, View, and/or
Download this Document

Total Length: 584 words ( 2 double-spaced pages)

Total Sources: 2

Page 1 of 2



Reward Strategy

The concept of the reward strategy involves offering a reward to the opponent for any concessions they make. Wall (1977) uses the analogy of a car purchase negotiation. If the dealer makes a concession of $100, the buyer should then make a concession of $105 -- the $5 being the reward to the dealer for making the first concession. In this concept, first offers must be made with this subsequent reward in mind.

Applied to the position of production manager, this concept can be used when hiring a new employee. A candidate may have noted that they'd like to receive a salary of $35,000 per year. However, the maximum allowed for the position may only be $30,000.

Stuck Writing Your "Negotiation Techniques There Are A" Thesis?

View All Our Example Negotiation Techniques There Are a Thesis

Have A Custom Example Essay Written

Using the reward concept, a first offer of $28,000 can be made. When the candidate counters with $33,000, a $2,000 concession, then the manager can offer $30,000 (the same $2,000 concession) with a reward of an additional week of vacation each year.

Conclusion

The art of negotiation is an often complex process. For this reason, there are a variety of concepts that can be utilized when negotiating. In the instance of a production manager, the two theories -- reciprocity theory and reward theory -- were used. The two different techniques were used for two very different situations, which demonstrates how the uniqueness of the situation often dictates which technique is going to.....

Show More ⇣

     Open the full completed essay and source list


OR

     Order a one-of-a-kind custom essay on this topic


sample essay writing service

Cite This Resource:

Latest APA Format (6th edition)

Copy Reference
"Negotiation Techniques There Are A" (2009, December 02) Retrieved July 3, 2025, from
https://www.aceyourpaper.com/essays/negotiation-techniques-16835

Latest MLA Format (8th edition)

Copy Reference
"Negotiation Techniques There Are A" 02 December 2009. Web.3 July. 2025. <
https://www.aceyourpaper.com/essays/negotiation-techniques-16835>

Latest Chicago Format (16th edition)

Copy Reference
"Negotiation Techniques There Are A", 02 December 2009, Accessed.3 July. 2025,
https://www.aceyourpaper.com/essays/negotiation-techniques-16835
   

Open, View, and/or
Download this Document
order custom essay example