The Choice of a Negotiation Strategy

Question: According to Savage, Blair and Sorenson (1989), the choice of a negotiation strategy in any given situation depends on the level of the negotiators concern for relationship and substantive goals.Consider the following scenarios:Scenario 1 You are negotiating a job offer with the Global HR Director at a highly reputable company. This company is ranked in No. 1 in terms of revenues generated.Scenario 2 You are negotiating the purchase of a car from a young salesman at a second- hand car dealer. This dealer is located in a very busy car mart that has more than 50 other car dealers onsite. Formulate your analysis of the two scenarios by using the Dual Concerns Model selected model and recommend the negotiation strategy(ies) which would be appropriate for use in each scenario. As part of your answer, you should highlight three (3) key characteristics of each recommended strategy.Provide examples and reasons which are specific to the given scenarios to support your analysis. Examine thre e (3) likely perceptual distortions and/or cognitive biases which you may have for each scenario above.Appraise how these would have affected your negotiation tactics. Answer: Perception is referred as the process of responding to different situations (Dawson, 1999). In broader terms, the perception is a complex ongoing process through which person is able to continually transform the information that he gets from the outside world into useful representations. Further, perceptual distortions refer to processes through which people connect to their environment abnormally. In other words, these are the situations when a person senses and perceives as per his state of mind (Saunders, 2010). Many times, perceiving of different situations can be abnormal. These perceptual distortions are consequence of cognitive biases, psychological disorders, drugs or any diseases related to brain (Dawson, 1999). Perception of a person is effectively defined using the perpetual process. By definition, perpetual process refers to the series of psychological steps that is used by a person to organise and interpret information from outside world. Perpetual process enables the pe rson to experience the world around him/her (Taylor, 1999). Although it is a series of steps but the person dont spend much time thinking about the steps instead take instant decisions. The steps involved in the perpetual process model are:1. Objects are present in the outside world: First step is that there is wide-variety of objects available in the outside world. It depends upon the person which objects he picks up. 2. A person observes the object: Second step is that the person observes all the objects. 3. Person picks a perception to select objects: At third step, the person picks up a perception to select objects. The selection of the objects usually differs from person to person. Hence, when people react differently, their behaviour can be explained on the basis of perpetual process. 4. Person organises the perception of the selected object: Fourth step is the organisation of the perception of the selected object. There are numerous factors that determine perpetual organisati ons. These include figure-ground, perpetual grouping, closure, proximity, similarity, perpetual constancy and perceptual context. 5. Person interprets the perception: At fourth step, the person interprets the perception based on the factors discussed above.6. Person responds to the object: Finally, the person responds to the object. Perpetual selection is influenced by numerous internal and external factors. Internal factors include personality, motivation and experience (Davrde, 2005). Alternatively, external factors include size, intensity, contrast, motion, repetition, novelty and familiarity.