Journal for 5th and 6th session

In this session we have understood various other aspects of both Distributive and Integrative
bargaining. We have also performed an exercise involving three separate groups in a pair of
two negotiator each. There we were given a situation of an emergency situation. One
involving the serious outbreak of a disease in pregnant women and the other is a case of
leakage of a serious nerve gas from the bomb container of the national defence. In both the
cases it will claim lives of several thousand if not responded at the earliest. Two separate
organizations are involved in the response process to restrict the damage to the minimum and
for that they require the same mutually exclusive resource here in this case a type of Black
Melon. But the twist is that the two parties require two different components of the same
resource i.e., one require the outer skin of the fruit to prepare the nerve gas neutralizer and the
other require the inner flesh to prepare the serum for treating the disease in pregnant women.
Now coming to the negotiation scenario we had witnessed two different types of negotiation
happening over the same situation. The first one being an Integrative type and the latter two
being Distributive type. The main funda as we observed that is needed for the negotiation to
be an integrative one is the honesty and truthfulness in disclosing the partys original situation
to the other party and likewise formulating a BATNA for both of them. Failing to do so and
paying attention to the minute case situation will led to a distributive negotiation rather than
an integrative one.
Then we come across a presentation on emotional intelligence and also came to know that
how the emotions of the individuals can affect the negotiation process. Emotional intelligence
is nothing but the ability of an individual to recognize their own and other people's emotions,
to discriminate between different feelings and label them appropriately, and to
use emotional information to guide thinking and behaviour. There are three main models for
measuring the EI of any individual and they are,
1) Trait Model
2) Ability Model and
3) Mixed Model
The ability model uses for types of abilities of an individual for mapping or measuring their
EI viz. Perceiving emotions, Using emotions, Understanding emotions and Managing
emotions. And the other discussions are to be carried forward in the next session.
Key Learning: The key learning from the session is that an integrative bargaining can
anytime transformed into a distributive one and follows the path depending upon the nature
of the individual negotiators involved in the negotiation. The second learning is that EI
severely influences the negotiation process.

Reflective Note: We need to control our emotions and involve in any negotiation process so
that the biasness of the outcome can be avoided.