Submitted by: Submitted by 21036303
Views: 1340
Words: 808
Pages: 4
Category: Business and Industry
Date Submitted: 04/08/2012 04:59 PM
There are two types of negotiations Interest-Based and Position-Based. You should always focus on interests and not positions. Normally, negotiators have a conflict of positions. While knowing their goal is to agree upon the positions, it usually ends up in a deadlock due to the two parties negotiating only on the positions and not on interests. The problem is defined by interests and behind opposed positions lie shared and compatible interests, as well as conflicting ones. The author to the book “Getting to yes: Negotiating agreement without giving in” goes on to explain in detail the following: How to identify interests, Real that each side has multiple interests, The most powerful interest are basic human needs, Make a list, Talking about interests, Making your interest come alive, Acknowledge their interests as part of the problem, Put the problem before your answer, Look forward and not back, The question “Why?” has two quite different meanings, and Be concrete but flexible, Be hard on the problem, soft on the people.
Being closed minded to the other side point of view is not negotiating hard for your interests. Show yourself open to their suggestions and take their interests into account. Openness and firmness is required for a successful negotiation.
On the contrary, Position-Based Negotiation focuses on pre-determined solutions, attacks the opposing parties’ positions, and produces unsatisfactory agreements.
Positional bargaining is where “each side takes a position, argues for it, and makes
concessions to reach a compromise” (Fisher & Ury, 2011, p. 3). While using the above
technique could possible provide you with an acceptable agreement, it is still not wise to
do so. A wise agreement does not focus on positional bargaining; rather, negotiate on
the merits. Negotiation on the Merits is a method which can be utilized in almost any
situation of negotiation. The four basic points deals with elements of negotiation and
informs you what you...