Q & A Table of Contents
We Don't Write Term Papers
From: Dawn, Singapore
Question 1: The method of principled negotiation can help a negotiator to
overcome the problems that arise from standard strategies of positional
bargaining. Do you agree ? ( please give examples)
Question 2: The " intangibles " in a bargaining situation are just as
important to negotiation as the actual substance of the negotiation problem.
Do you agree ? (give context in real estate negotiations)
Response: If you're not writing a term paper, please forgive me for having
drawn an incorrect inference from the way your questions were phrased.
1. In your first submission you question the efficacy of 'principled
negotiation'. That phrase is a bad one to use, if only because it
communicates the belief that a person who uses the methodology which some
call 'principled negotiation' is somehow superior to a person whose
negotiation philosophy is different.
The better term to use is 'interest-based negotiation' because the
philosophical basis of that approach is to focus on parties' interests and
not get thrown off if they take a positional approach.
In any event, the answer to that question is: YES, using interest-based
approaches can overcome positional bargaining.
Your request for examples makes it sound as if you are writing a term paper.
We don't write term papers for other people.
2. The answer to your second question, which looks to the relative
importance of 'intangibles' versus 'substance' again is YES. After all,
what is substantive to me may be intangible to you -- and neither of us
should judge the other's conclusions.
Again, your request for examples, in this case from real estate, makes your
question sound like it comes from a student's term paper assignment. If
your question is based on a real life situation, perhaps if you spell out
some details, it would be easier to offer you a cogent answer.
I will say that whatever is important to a party to a negotiation must be
treated as 'substantive' whether it is ego, money, or a factor such as
timing. As someone who spent twelve years negotiating in commercial real
estate, I am comfortable in saying that real estate is certainly an area
where that is true.
Have fun with your negotiations.
Steve
| 
