Relational approaches which also consider interests, rights, ethics and power:
What is at stake some may ask. Basically everything, we negotiate every day, knowingly or not. Be it about the added sugar in your coffee, whether you can borrow a bucks from your friends, or if someone can lend you a pen. Negotiation encompasses all of that.
Negotiation can also act as a form of conflict resolution; it can involve striking deals, working things out with one or more parties.
Negotiation is an integral part of everyday life.
Negotiation occurs in business, non-profit organizations, and government branches, legal proceedings, among nations and in personal situations such as marriage, divorce and parenting. From these then we have additional strategies. One One strategy is interest-based or integrative, or cooperative bargaining, while the other is positional or distributive or competitive bargaining.
The win — win approach. Suggests that agreement often can be reached if parties look not at their stated positions but rather at their underlying interests and requirements. Positional bargaining is a negotiation strategy that involves holding on to a fixed idea, or position, of what you want and arguing for it and it alone, regardless of any underlying interests.
The classic example of positional bargaining is the haggling that takes place between proprietor and customer over the price of an item.
The customer has a maximum amount she will pay and the proprietor will only sell something over a certain minimum amount. Each side starts with an extreme position, which in this case is a monetary value, and proceed from there to negotiate and make concessions. Eventually a compromise may be reached.
Why is Positional Bargaining Important? Positional bargaining tends to be the first strategy people adopt when entering a negotiation. This is often problematic, because as the negotiation advances, the negotiators become more and more committed to their positions, continually restating and defending them.
Therefore, any agreement that is reached will probably reflect a mechanical splitting of the difference between final positions rather than a solution carefully crafted to meet the legitimate interests of the parties. Therefore, positional bargaining is often considered a less constructive and less efficient strategy for negotiation than integrative negotiation.
Positional bargaining is inefficient in terms of the number of decisions that must be made.Compare And Contrast Interest Based Negotiation With Power And Rights Based Negotiations Negotiation is a phase between different parties that need to resolve the agreements (Fell ).
Thus, understanding other parties’ strategies or characteristics is important for negotiators to compromise and make decisions to reach the goal. Week 2 DQ 2 Compare and contrast interest-based negotiation with power- and rights-based negotiations.
Interest-based negotiation is seen as a joint issue that focuses on fulfilling the concern of another individual. In addition, there are power-based negotiations, which involve an exchange of threats, and power contests, in which parties take actions to see who will prevail.
The dispute resolution procedures associated with the different ways of framing conflict all involve transaction costs and possible benefits. Check out our top Free Essays on Compare And Contrast 2 Pets to help you write your own Essay.
Integrative bargaining (also called “interest-based bargaining,” “win-win bargaining”) is a negotiation strategy in which parties collaborate to find a “win-win” solution to their dispute. This content was STOLEN from alphabetnyc.com - View the original, and get the already-completed solution here!
Compare and contrast interest-based negotiation with power- .