Negotiation Tactics- Understanding the Contrast Principle and Its Role in Achieving Win-Win Results
The Contrast Principle
A contrast principle is a cognitive bias that influences how people evaluate and perceive something based on the difference between their alternatives. According to Opresnik (2014), cognitive bias impacts how people experience the difference between various stimuli presented to them simultaneously. The conflict principle is valuable in negotiation because it can influence the other negotiating party to settle on a specific decision.
Two Potential Negotiating Tactics
Two negotiation tactics that I would recommend Sharon Slade use in the negotiation meeting with Alice include logic and bargaining. Logic should help reach an integrative outcome by enabling Alice Jones to view her decision to leave the organization from a different perspective, such as the possibility that she may not get a work environment such as the one offered at Netflix, thus influencing her decision not to leave the company. Bargaining can also help reach an integrative outcome by enabling Sharon Slade to understand what the company can do to make the work environment more favorable for Alice Jones.
Value
Bargaining and logic play a significant role in influencing the behaviors of the negotiating party during the negotiation process. According to Guo et al. (2022), negotiating behavior antecedents can be used to evaluate the negotiators and their counterparts’ behaviors to adjust the negotiating strategies based on the behaviors for better outcomes. Logic could increase the likelihood of a successful negotiation session by creating high levels of trust and enabling the negotiating parties to develop a relationship. In addition, logic also promotes innovative problem-solving, resulting in mutual gains (Meek, 2015). On the other hand, bargaining increases the likelihood of each party being satisfied with the negotiation outcome because every party is given a chance to suggest alternatives until they are all satisfied that the value of what they are receiving is worth what they are compromising.
Rationale
Striving for a win-win outcome in any negotiation setting is important because it prevents conflict and builds trust among the negotiating parties. Striving for a win-win outcome in any negotiation also allows the negotiating parties to understand each other’s intentions. According to Thomas et al. (2018), win-win negotiators have the desire to acquire information about the other party’s goals and focus on ensuring that every party benefits. In the current scenario, bargaining could increase the likelihood of a successful negotiation process because it could enable Sharon Slade to understand why Alice Jones is leaving the company and inform Alice what the company is willing to compromise to retain her. Logic could also increase the likelihood of a successful negotiation process because it could enable Alice Jones and Sharon Shade to develop the most effective approach to create a better working environment for Alice Jones to retain her as the company’s executive.
References
Guo, W., Lu, W., & Gao, X. (2022). Exploring configurations of negotiating behaviours in business negotiations: A qualitative comparative analysis. Journal of Business Research, 147, 435–448. https://doi.org/10.1016/j.jbusres.2022.04.028
Meek, J. A. (2015). Win-win negotiation. Clinical Nurse Specialist, 29(3), 145–146. https://doi.org/10.1097/nur.0000000000000124
Opresnik, M. O. (2014). The hidden rules of successful negotiation and communication getting to yes! Springer International Publishing.
Thomas, S., Eastman, J., Shepherd, C. D., & Denton, L. T. (2018). A comparative assessment of win-win and win-lose negotiation strategy use on supply chain relational outcomes. The International Journal of Logistics Management, 29(1), 191–215. https://doi.org/10.1108/ijlm-10-2016-0238
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Question 
PROMPT: This assignment will help you draft Subsections B and C of Section Five: Negotiation Tactics and Strategies of the final project, which is due in Module Ten. In your submission, address all of the following critical elements:
Negotiation Tactics- Understanding the Contrast Principle and Its Role in Achieving Win-Win Results
Define the contrast principle, its value in the negotiation setting, and how it can contribute to a win-win outcome.
Using the contrast principle, outline two potential negotiating tactics that you would recommend Sharon Slade use in the negotiation meeting with Alice Jones. The gambits should help reach an integrative (win-win) outcome. Include examples to illustrate each gambit.
Explain the value of each gambit to the negotiation process.
Provide the reasons why each gambit could increase the likelihood of a successful negotiation session. Include your thoughts on the importance of striving for a win-win outcome in any negotiation setting.
Reference at least three secondary sources that support your position.
Submit your assignment here. Make sure you’ve included all the required elements by reviewing the guidelines and rubric.