Creating Effective Negotiation Strategies
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This paper discusses how negotiation strategies tend to fall into three basic categories; the 'hard' negotiation style, the strategy of compromise, and the most difficult strategy of a mediated or a conciliatory approach. The paper describes effective steps in a principled negotiation strategy and discusses how calling the opponent's bluff in some instances or making demands can be an effective form of intimidation, although it is hostile to moral foundation of principled negotiation. The paper concludes by noting that tailoring the approach to the situation is essential.
From the Paper:"The first approach is often called a 'hard' negotiation style. Perhaps the most obvious examples of zero-sum, win-lose types of negotiations are after a war, where one side has a clear advantage over the other side. The second approach, a compromise, is also frequently seen in international politics. "The most common form of negotiating--positional bargaining--depends on successive taking and giving up of positions... Negotiators may lock into positions, becoming more committed to the position than to the underlying concerns or original interests of either party. Eventually they may feel that compromise will result in losing face" (Doye, Love, & Hyer 2010, p. 1). Positional bargaining between two relatively equal parties can result in a stalemate, as is the case in the Israeli-Palestinian negotiations today. Even compromise bargaining, as occurred during the detente, or arms negotiation treaties during the Cold War between America and the USSR were problematic in the manner in which it reinforced an untenable situation. "Imagine two people haggling over the price of an item. Although positional bargaining can be successful, it is not necessarily efficient and may not result in a peaceable solution" unless the two parties have a strong incentive to arrive at an agreement, as was the case during the Cold War when both parties were locked into a state of MADD or mutually assured destruction, if they did not come to an agreement (Doye, Love, & Hyer 2010, p.1)."
Sample of Sources Used:
- Doye, Damona G., Ross O. Love, Tracy R. Hyer. (2010). Negotiation strategies.Oklahoma State Working Paper. Retrieved May 24, 2010 athttp://pods.dasnr.okstate.edu/docushare/dsweb/Get/Document-1676/F-198web.pdf
- Negotiation tactics. (2010). Franklin Covey. Retrieved May 24, 2010 athttp://www.negotiationtactics.net/page/5
Cite this Term Paper:
Creating Effective Negotiation Strategies (2013, February 14) Retrieved June 05, 2020, from https://www.academon.com/term-paper/creating-effective-negotiation-strategies-152452/
"Creating Effective Negotiation Strategies" 14 February 2013. Web. 05 June. 2020. <https://www.academon.com/term-paper/creating-effective-negotiation-strategies-152452/>