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Problem-solving as Part of the Negotiation Process

Problem-solving is always part of the negotiating process in some degree as the negotiation itself serves as the problem to be solved for both sides. The type of bargaining brought to bear will differ, and the degree to which the negotiators are considering their actions to be problem-solving will also differ. Hard bargaining is the approach generally taken by negotiators because they are attempting to achieve an outcome that satisfies only their own needs. Approaching the matter as problem-solving is the same as what the handout calls integrative bargaining, or a collaborative problem-solving approach to conflict brought about when each party can reduce their level of aspiration for high outcomes to give themselves leeway to develop mutually acceptable solutions.

Fisher, Ury, and Patton (1991) discuss negotiating as a matter of hard bargaining. They divide negotiation into soft and hard negotiation, stating that the soft negotiator wants to avoid personal conflict and so makes concessions readily in order to reach agreement. The authors state that the soft negotiator wants an amicable resolution and so often ends up feeling exploited and bitter. The hard negotiator, on the other hand, sees any situation as a contest of wills in which the stronger side, the side that takes the most extreme positions and holds out longer, fares best. The hard negotiator wants to win but usually ends up producing an equally hard response, exhausting himself and his resources and harming his relationship with the other side (Fisher, Ury, & Patton, 1991, xviii).

The approach to negotiation involving problem-solving has also been labeled win-win, tough this type of bargaining is often also a variation on hard bargaining as one side or the other takes control and forces an issue their way while still satisfying the needs of the opposite side. This approach to negotiation has been much examined in recent years, with classes in negotiation at ...

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Problem-solving as Part of the Negotiation Process. (1969, December 31). In LotsofEssays.com. Retrieved 03:12, March 29, 2024, from https://www.lotsofessays.com/viewpaper/1692295.html