Article Analysis

By

Edward Ryan

MGT/445

In the world of negotiations there is no one decision that does not affect the lives of others in some way. Some groups of people may believe that our decisions are interdependent on each other. In a negotiation there never may be a best outcome for just one person, but if each side of the negotiation puts their best efforts forward then the entire process is usually always better for both sides because each side can usually succeed in getting more if they work together.

Many cultures such as the Chinese culture believe in working together so that both sides of the negotiations more of what they need. According to Jehn, K. & Weigelt, K. this belief is not new, but just the method of how it is applied is new. Game theory is the process where each party in the process attempts to maximize their outcome with highest payoffs possible. Each side also accepts the situation that are at with their resistance points and each side plays by the known rules and that there is a level of trust between the two in that each side is offering the best that they can offer,(oregonstate.edu). The part of the process that is not new is how the Chinese have an emphasis on how they should know the situation that they are going in to. In other words it’s best to prepare because it is those that prepare by not only knowing how they will act but also how will the other side will act. The issue is that if you know only how you will act then you are taking a gamble that things will go well for you and there is a chance that you will fail and if you go onto a negotiation process not preparing correctly then the outcome will not be good. It is by knowing how you will act and how the other side will act that will ensure success. According to the Chinese culture it is more prevalent to prepare by also thinking about how