Giuseppe Zanotti P Nouveau Marqué Bleu 41 8 Us 363243 7AwHZ
‘Traditional’ Versus Interest-based Negotiation
From: Claudette, Maple Grove, Minnesota
West Heels Heels Nine promotion Boutique Boutique promotion Heels Nine West Boutique Nine Boutique promotion West Question: What is the difference between traditional and interest based bargaining?
Response: Most people view the traditional process of negotiation as a means for doing whatever you can to maximize your gains — or minimize your losses — when reaching an agreement in a transaction involving an exchange of assets. Traditional bargaining is often seen as requiring that the parties each take and hold to a position. In common parlance, that’s referred to as the ‘my way or the highway’ approach.
Mid Sneaker size Perry Men's B4202 USA Leather 11 Fletcher Black Chukka Fred aqIXROw
Assets are exchanged in interest-based negotiation as well, but there is more consideration given to why a particular outcome is desired by each negotiating party. In very general terms, the answer to the ‘why’ question reveals a party’s interests. When parties are negotiating over interests, the process can become more collaborative. Someone will want to negotiate with a particular other party because the initiator of the process thinks — hopes — that the other party can add value to his/her situation.
When a party adopts and tries to stick to a position, often the only way s/he can change from that position means they have to back down, to lose face. If the negotiators focus on interests, changing the design of elements of possible agreement is less a sign of backing down and more indicative of discovering that someone else’s ideas contribute to a better way of satisfying interests.
Some folks call interest-based negotiation the ‘win/win’ approach. We view interest-based negotiation as a process that yields an agreement each party will willingly fulfill. That recognizes that absolute equality of results is not necessarily a realistic expectation in negotiation — but that a fair process can yield a more durable agreement.
Waterpro Sports Men's Shoes US Blue Rogue Water Hiking 9 Orange MERRELL Sandals qC6B7x