Q & A Table of Contents
How Do I Apply Contrary Negotiation Theories?
From: Kris, Ruislip Manor, UK
Question: Could you tell me the extent to which theoretical principles of integrative and positional negotiation might impact upon preparation, interaction, and the eventual agreement of all the parties involved? Please point me in the right direction, thanx.
Response: Positional negotiation (the "My way or the highway" approach) requires looking at what you want, negotiating inflexibly, and hoping to walk away with an agreement that another party will fulfil, however grumpily.
Utilizing integrative or interest-based negotiation is far more likely to yield long term success. One prepares by looking at the interests of as many as possible stakeholders, negotiating with creativity because your initial preparation has opened your mind to an increased variety of possibilities, and reaching an agreement in which each party walks away with some bargaining chips, some gains. In such circumstances the negotiators are far more likely to fulfil a mutually agreeable solution and the negotiation can be thought of as a success. Interest-based negotiation is also far more likely to yield a better relationship between or among the parties -- which means they can negotiate again in the future without hard feelings or even the desire for revenge impinging on the process.
Focus on interests and you'll end up with an agreement that is fulfilled willingly by the parties. Focus on your position, and you run the risk of losing face if you have to give in on some points.
Good luck,
Steve
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