Thursday, October 13, 2011
Negotiation
Conflict requires negotiation. As said in class, negotiation is two or more conflicting parties attempting to resolve their divergent interests by redefining the terms of their interdependence. Interests, as we discussed, being the key word. I never realized their could be such a strong difference in how you negotiate. Distributive negotiation ends with one party winning and the other losing. When both parties get what they want and "win", it is called integrative negotiation. This type of negotiation focuses on figuring out each other interests, not positions. The parties don't try to fight over who has more power, or who is technically right or wrong. That will usually just continue in a circle if no one gives in, never getting anywhere. Instead, if you help the other party, you will help yourself. This was called "enlightened self-interest" in our reading. This is part of integrative negotiation, showing that you realize you need to work together with the opposite party, by finding each others interests, in order for you to mutually benefit. What we need to remember, though, is not to try to hurt the other party after they have agreed to cooperate. If you both have agreed, don't cause conflict. Even though it might help you and you may temporarily benefit, it will hurt you in the end because then your opponent is not going to trust you. They will probably turn around later on and hurt you because you originally had done it to them.
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I think that integrative negotiation might be a better negotiation type for both parties. If you have to get what you want though the distributive type is better. You get everything you want because you have a more "all for me" attitude. This allows you to gain ground and not lose or compromise in the process.
ReplyDeleteI also think when negotiating that integrative negotiation is the best outcome for both parties. Nobody wants to “lose” at anything so in order for both parties to stay happy a win-win approach is more reasonable. If both parties are receiving some type of benefit it will keep them returning to do business with you. This type of negotiating can potentially build stronger relationships between businesses.
ReplyDeleteI agree that integrative negotiation is a better route to take. As you mentioned, rather than fighting an endless battle with one person or group not getting what they want out of the negotiation it makes much more sense to make an attempt to help each other and try to both benefit from the negotiation.
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