Negotiation Strategy Analysis
Negotiation strategies are used to make negotiations successful. Depending on the type of situation, the negotiations may differ in tactics. This essay will examine two articles different in strategies that use integrative tactics. One article will have a distributive strategy (win-lose), and the other article will have an integrative strategy (win-win). The tactics used in the articles will be related to a work setting involving prospective buyers and apartment companies to create a negotiation in a win-win outcome. Article I – Hostage Takeover Negotiation
This article is about the strategy and tactics used in a hostage takeover. Several tactics have been used in hostage takeovers throughout the years. The strategic strategies are about who holds the power. Some strategies show the hostage taker that the negotiator or the police have the power by taking items away from the hostage taker. Some items that can be taken away are the power to the building and the hostage taker’s ability to negotiate. This type of negotiation can create aggression in the hostage taker. This aggression can lead to an unsuccessful negotiation. In the following example, a different type of strategy is used in a hostage situation. According to Justin Borowsky (2011), a strategy that helps to build the relationship between the negotiator and the hostage taker can bring a favorable outcome. Instead of aggravating the hostage taker, a negotiator can gain the trust and support of the hostage taker. This type of negotiation is a distributive strategy (win-lose) using integrative tactics. The tactics used to gain this relationship is to build rapport by affirmation of the hostage taker’s power. This rapport and affirmation helps the hostage taker to believe he is in control. As the rapport is built, the hostage taker starts to look on the negotiator as his friend. The hostage taker starts to trust the negotiator and listens to alternatives and starts to plan...
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