The paper "Negotiations under the Threat of an Auction" is a great example of a management essay. This essay sets out to assess the psychological events as well as dynamics that are encompassed in the takeover negotiations within the various groups in the class based on the fact that each of the groups had a role to play. This will be done by the application of theories and research that have been covered in the course. The essay will in particular look at the psychology behind the negotiation and preparation with the other parties and in seeking to persuade and shift attitudes it will therefore look at not only what was actually done but also on what should have been done instead.
Our group played the role of the staff members of Cadbury and thus our negotiations were more inclined to the potential benefits of Cadbury as opposed to Kraft. Discussion Negotiation is commonly termed as the communication that takes place between individuals who basically meet with the intention of forming a cooperative agreement. Each of the involved groups tends to have a number of conflicting interests and each of them must be expected to shift their positions or change their preferred threshold with the aim of reaching a mutually favorable agreement (Aktas, De Bodt and Roll 550). Failure in negotiations is mostly linked to various issues, but the most common one is that the groups in the negations process tend to emotionally involved in the negation and they tend to take a certain position and thus they tend to treat the other party as their enemy.
It is commonly believed that good negotiators tend to seek mutually beneficial benefits for both of the parties and thus they always avoid making unyielding positions.
As a group, we were able to divorce ourselves emotionally from the negotiation process and thus we focused more on what both groups that are Kraft and Cadbury can be able to accomplish together. As a group, we understood that preparation before the negotiation is an important aspect that members of the groups need to consider (Aktas, De Bodt and Roll 252).
Aktas, Nihat, De Bodt, Erick and Roll, Richard. “Learning, hubris and corporate serial acquisitions”. Journal of Corporate Finance. 15 (2009): 543-561.
Aktas, Nihat, De Bodt, Erick & Roll, Richard. “Negotiations under the threat of an auction”. Journal of Financial Economics, 98 (2010):241-255. Print.