Problem Solving Negotiation

Problem Solving Negotiation-12
The problem-solving style can be characterised as a form of principled bargaining.Problem-solving negotiators ‘separate the people from the problem’ and seek to negotiate in a non-confrontational and non-judgemental way, by applying standards of fairness and reasonableness.

The problem-solving style can be characterised as a form of principled bargaining.Problem-solving negotiators ‘separate the people from the problem’ and seek to negotiate in a non-confrontational and non-judgemental way, by applying standards of fairness and reasonableness.

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The main features of the three main styles of negotiation are summarised in the table below: Adversarial and cooperative styles of negotiation can be regarded as different forms of positional bargaining.

In effect, both styles draw on the principle that the negotiators are opponents.

However, do not underestimate the British love of plotting (evidenced by the fact that one of Britain’s national heroes, Guy Fawkes, was a man who tried to blow up Parliament).

Be aware that the woolly exterior may in fact conceal a considerable capacity for ruthlessness when needed.

The answer clearly depends on the kind of relationship you have, or want to have, with your opponent in the future.

A good working relationship, like a good marriage, will probably involve neither of the parties getting everything they want, and both parties having to make concessions to the other.

Before the negotiation you should do the following: Review the position of your opponents.

How do they view the facts, what interpretations of the law favour their standpoint, what strengths and weaknesses are there in their case?

The difference between them is the degree to which the cooperative negotiator is prepared to work with the other side in resolving the differences between them.

By contrast, the stereotypical adversarial negotiator is a tough and aggressive advocate whose aim is victory by defeating the opponent, in much the same manner as he or she might do in court.

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