An analysis of positional bargaining

William Breslin and Jeffrey Z. If you are aware of the reason behind the other sides behaviour, you are more likely to be able to effect changes in his behaviour and direct the negotiation process towards a more desirable solution.

A strong commitment to defending a position usually leads to a lack of attention to both parties' underlying interests. The problem arises when the issue at hand stirs up dramatically opposing interests between the parties, a situation in which it would be very difficult to bring them into agreement.

This involves negotiating in terms of positions. If you are not sure that the other side is ready for collaboration, bidding against yourself is not a good move. In this case it may be much easier to reach agreement if the two sides focus on the smaller issue of water, and set aside their other concerns.

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interest based bargaining vs traditional bargaining

What hooks you? We'll take a look right away. The classic example of positional bargaining is the haggling that takes place between proprietor and customer over the price of an item. They're not intended to be submitted as your own work, so we don't waste time removing every error.

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Bargaining strategies

They have a controlling, win-lose mentality. Did you find something inaccurate, misleading, abusive, or otherwise problematic in this essay example? In this case it may be much easier to reach agreement if the two sides focus on the smaller issue of water, and set aside their other concerns. The trap, while dealing with positional bargainers is our natural tendency for reaction. Can Positional Bargaining Be Good? New York: Penguin Books, Use the following to cite this article: Spangler, Brad. This may help the sides reach a compromise without creating any larger, interest-based conflicts. How do we get movement? Get Newsletter! Despite criticism of positional bargaining, supporters of this negotiation strategy do exist.

The trap, while dealing with positional bargainers is our natural tendency for reaction. Essays may be lightly modified for readability or to protect the anonymity of contributors, but we do not edit essay examples prior to publication.

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Positional Negotiation