Negotiating

Paper Summary:

In this article, the writer notes that according to the guidebook 'The Manager as Negotiator', the very essence of negotiation is creating and claiming value. The writer explains that every person in a negotiation strives to advance his or her interests and maximize his or her advantages. Further, the writer points out that the goal of the process is ultimately to attempt to bridge the gap, ideally, between two different points of view by creating a more equitable solution that improves upon either party's narrowly advanced interests. The writer concludes that this dilemma between the producers and the musicians highlights the difficulty of negotiation when two parties approach the issue not simply with two distinct interests, but from two different philosophical paradigms of who owns the art that is the essence of both side's livelihood and lives.

From the Paper:

"David Lax's and James Sebenius' illustration of this principle is that of bartering. For example, two persons with different material goods, such as bananas and pears, are able to come to an better agreement if they can arrive at a fair price, than they would be had they refused to trade at all, as both will have more variety of foodstuffs in the long run. However, this example can prove difficult when one party attempts to transpose this assumption onto the field of the arts. In business negotiations, finances tend to dominate. No matter how divided the two parties are in terms of how they see an issue, usually the crucial matter involves dollars and cents. Likewise, in a divorce settlement, emotions and the welfare of the children often dominate the proceedings, even though finances are also an issue. Regardless, both parties tend to view the proceeding from the same paradigm - either primarily from a professional or a personal standpoint."

Sample of Sources Used:

• Lax, David and Sebenius, James. The Manager as Negotiator; Bargaining for Cooperation and Competitive Gain. New York, NY: The Free Press. 1986.
• Martha Hostetter (2003) "The Musician's Strike." The Gotham Gazette. http://www.gothamgazette.com/article//20030304/1/298

More papers on Negotiating:

• Persuasive Essay # 142121 : "Negotiating with Terrorist Organizations"
• Essay # 5553 : "Negotiating Skills"
• Book Review # 47596 : "Negotiating Democracy"
• Book Review # 41930 : "Negotiating Difference"

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