Q & A Table of Contents
Advice on Writing an Essay about Negotiation
From: Student -- Sheffield, UK
Question: If you had to write 2000 words on "what determines success in
negotiating?", how would you structure your answer. What are the most
important issues to include and which are the most relevant academic
theories?
Response: I won't write a 2000 word essay for you on "what determines
success in negotiating". To get you started, you might consider there are
two main currents in negotiation theory: positional bargaining and
interest-based negotiation.
Positional bargaining can be viewed as the 'slash and burn' approach: take
what you can get and the devil take the hindmost. To use an American
expression, 'If you cheat me once, shame on you. If you cheat me twice,
shame on me.'
Interest-based negotiation, described by Prof. Howard Raiffa in 'The Art
and Science of Negotiation', uses the interests of the parties as the
foundation for reaching creative, win/win resolutions. Interest-based
negotiation is the means people use for exchanging valuables in a civilized
manner.
Good luck with your research.
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