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 harmi

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have decided you want. 5) Winwin sometimes means not asking for too much at once. This means dividing the larger issue into separate problems to be solved, problems that are related but that are also independent enough to be addressed singly. 6) Have the facts to make your case. This should be self-evident, but many people fail to provide themselves with all the information and background they will need to show an understanding of the problem that makes it possible to convince others of the issues involved and of the value of the solutions offered. 7) Be alert to body language, for information may be conveyed by posture, facial expressions, eye contactor its avoidanceand similar behaviors. One of the most effective ways to use nonverbal language yourself is to show that you are listening attentively. 8) Know how much time you have. This means asking if the other party is under pressure to settle while also giving yourself enough time to find a solution. 9) Sit down to negotiate in a mutually neutral location, for this creates an atmosphere where everyone is more in the mood for cooperation (Willens, 1987, pp. 199-201). Fisher, Ury, and Patton (1991) write about an alternative to soft or hard bargaining, and th

Category: Psychology - P