Eight Short Answer Questions: Your Responses To Each
Eight Short Answer Questions Your Responses To Each Questions
1. In what ways is principled negotiation different from other forms or perspectives of negotiation? [Chp 9]
Principled negotiation, as outlined by Fisher and Ury, emphasizes mutual interests, objective criteria, and creating options for mutual gain, contrasting with traditional positional bargaining which often focuses on fixed positions and adversarial tactics. This approach promotes collaboration over conflict, encouraging negotiators to work together to find fair, sustainable solutions rather than competing for a better deal through pressure or deception.
Unlike other methods that may prioritize winning or positional power, principled negotiation centers on separating people from the problem, focusing on interests, and developing objective standards, fostering a more respectful and effective negotiation process.
Sample Paper For Above instruction
Principled Negotiation: A Collaborative Approach to Conflict Resolution
Principled negotiation, also known as interest-based or integrative negotiation, differs fundamentally from traditional positional bargaining. Conventional negotiation often involves each party taking a fixed position, engaging in power struggles, and seeking to win at the expense of the other. This adversarial approach can create friction, distrust, and unresolved conflicts. In contrast, principled negotiation rests on the premise that negotiations should be based on mutual interests, objective standards, and the creation of options beneficial to all parties involved.
The core principles of principled negotiation emphasize separating people from the problem, focusing on interests rather than positions, generating a variety of possibilities before deciding, and insisting on fair standards to guide the agreement. This approach promotes a collaborative environment where negotiators work together to solve a common problem instead of fighting over fixed demands. For example, two companies might negotiate a partnership where they focus on shared goals such as market expansion or innovation instead of solely trying to maximize their individual profits. Such a method results in sustainable, mutually satisfying agreements that foster long-term relationships.
By promoting transparency, empathy, and fairness, principled negotiation can diffuse conflicts and encourage creative problem-solving. This approach is particularly effective in complex negotiations involving multiple stakeholders or recurring interactions, where maintaining positive relationships is vital. Overall, principled negotiation offers a more constructive and efficient pathway to resolving disputes than traditional positional bargaining.
References
- Fisher, R., & Ury, W. (2011). Getting to Yes: Negotiating Agreement Without Giving In. Penguin Books.
- Shell, G. R. (2006). Bargaining for Advantage: Negotiation Strategies for Reasonable People. Penguin.
- Thompson, L. (2015). The Mind and Heart of the Negotiator. Pearson.
- Kolb, D. M., & Williams, J. (2000). TheShadow Negotiation: How Women Can Master the Hidden Agendas That Can Make or Break Their Success. Simon and Schuster.
- Lewicki, R. J., Saunders, D. M., & Barry, B. (2015). Negotiation. McGraw-Hill Education.
- Malhotra, D., & Bazerman, M. H. (2007). Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond. Bantam.
- Ury, W. (1991). Getting Past No: Negotiating in Difficult Situations. Bantam Books.
- Colombetti, G. (2011). Embodying Empathy: An Analysis of Negotiation and Interpersonal Relations. Journal of Social Psychology.
- Lax, D. A., & Sebenius, J. K. (1986). The Manager as Negotiator. Free Press.
- Thompson, L. (2013). The Truth About Negotiations. HarperBusiness.