Negotiation Integrative Negotiation
As much as you have to figure the person’s personality & your own attitude toward him, you also need to consider the negotiation basics, strategies, & process. You should know them all by heart & you have to be aware of that particular circumstance. It means, you need to comprehend the situation & utilize the right strategies.
Now, after we talk about negotiation, we are going to move forward to the concept of effective negotiation. Effective negotiation will happen when the outcome is winning for all including separating the people from the problem, focusing on mutual interest, inventing options for mutual gain, and using objective criteria. In order to have much more comprehensive perception toward this term, we are about to define some important terms:
1. Mythical Fixed Pie mind-set:
There are two various situations, Win-lose situation & win-win situation.
On win-lose, as the name stands, one party will win while the other will not while in win-win situation both parties will gain benefits. The mythical fixed pie mindset is a situation in which one party will paralyze its host into a rigid mindset, blurring the host’s vision into a fixed stare where the other party can see nothing more than what sits on the negotiation table. It is one of the most destructive assumptions we can bring to negotiations since it is based on the fact that the pie of resources is fixed. The mythical fixed pie mindset leads us to interpret most competitive situations as purely win-lose, for those who recognize opportunities to grow the pie of value through mutually beneficial tradeoffs between issues, situations can become win-win. Many agreements fail to materialize because of this limited vision.
2. Distributive Negotiation: The term “distributive negotiation” can refer to a deal in, which we are negotiating over a single issue, price, and in conflict over how much the person would pay and how much he would get .In other words, a distributive
Now, after we talk about negotiation, we are going to move forward to the concept of effective negotiation. Effective negotiation will happen when the outcome is winning for all including separating the people from the problem, focusing on mutual interest, inventing options for mutual gain, and using objective criteria. In order to have much more comprehensive perception toward this term, we are about to define some important terms:
1. Mythical Fixed Pie mind-set:
There are two various situations, Win-lose situation & win-win situation.
On win-lose, as the name stands, one party will win while the other will not while in win-win situation both parties will gain benefits. The mythical fixed pie mindset is a situation in which one party will paralyze its host into a rigid mindset, blurring the host’s vision into a fixed stare where the other party can see nothing more than what sits on the negotiation table. It is one of the most destructive assumptions we can bring to negotiations since it is based on the fact that the pie of resources is fixed. The mythical fixed pie mindset leads us to interpret most competitive situations as purely win-lose, for those who recognize opportunities to grow the pie of value through mutually beneficial tradeoffs between issues, situations can become win-win. Many agreements fail to materialize because of this limited vision.
2. Distributive Negotiation: The term “distributive negotiation” can refer to a deal in, which we are negotiating over a single issue, price, and in conflict over how much the person would pay and how much he would get .In other words, a distributive