Introduction to Negotiation
Module 1 – Case
Most people tend to take on a competitive approach to negotiation. They see everything as a win/lose situation. This unilateral strategy usually results in achieving unfavorable results. This way of thinking tends to vitiate the likelihood of serving long-term interest of the winner, even if the short term objectives are achieved. The solution to this is to change our way of thinking and adapt bilateral methods that will help build a foundation for successful, trusting and ongoing negotiations. Everyone desires to walk away from the bargaining table satisfied that the gains achieved by both parties are equal. Bilateral negotiations should always be the preferred method of choice for all conflict resolutions.
Unilateral, bilateral, third-party and alternative dispute resolution (ADR) are all approaches and methods that deals with conflict. Unilateral methods never yield win/win results because the approaches used are avoidance (lose/lose), accommodate (lose/win), and competitive (win/lose). Avoidance is what a person avoids the issue and walk away. It does not matter why this approach is used. The main point of this is that the conflict always remains unattended. Accommodation is a strategic or tactical angle to give in to the other side's demands and waive your own. The competitive approach allows a person to have the advantage and/or power to persuade or coerce the other side to accept their terms without conceding to their demands. This always leaves the other side with the bad feeling that will be remembered.
Bilateral methods are the preferred methods of choice for conflict resolutions and business transactions. This is a win/win solution where a compromise approach is taken to bring two different solutions to an agreed one. Positional negotiation or bargaining and collaborative or principled negotiations are bilateral methods....