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Negotiation Situation using Different Strategies

Find at least 2 articles that describe a negotiation situation that employs different negotiation strategies. Describe the negotiation processes. Compare and contrast the strategies and how they may apply to a work setting.


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Negotiators use different strategies to try and reach an agreement that is suitable for both parties or both sides of a disagreement. While some strategies may work better in certain situations than others, those that are most effective consider the needs of both sides. While the goal of negotiation is typically to give both parties or sides what they want, there are many barriers that can prevent both parties from attaining a positive or desirable outcome. Often one side does not know exactly what is wanted, only what is not wanted or desired. One or both parties may align themselves with a specific political, ethical or moral principle, mistakenly believing that doing so
will strengthen their voice or position. The two negotiation strategies discussed here are cooperative
bargaining and principled negotiation. Both serve to remove barriers related to conflict, in terms of beliefs, perceptions, views and stances.

While both strategies have common elements, cooperative bargaining appears to be more beneficial for entire industries or groups of organizations with common interests. On the other hand, principled negotiation seems to address conflicts between individuals or single organizations more effectively. John Rusk (2006) describes the principled negotiation strategy proposed by Fisher & Ury (1978). This strategy focuses on needs and the removal of positions or stances that parties on each side may take. Rusk explains that removing positions takes away barriers to reaching an agreement, by identifying the underlying needs or reasons behind taking a particular stance or view. Rusk outlines the four key elements of principled negotiation outlined by Fisher & Ury (1978): separate people from the problem; focus on interests, not positions; invent options ...

Solution Summary

The solution describes the processes regarding a negotiation situation using different strategies.