Negotiation involves the parties in conflict trying to allocate resources to each other to resolve the conflict. Third-party negotiation involves using a neutral party that is not involved in the conflict. A mediator does not force the parties to accept a resolution. An arbitrator can impose a solution that the parties are bound to accept.
Distributive negotiation and integrative bargaining
1. Distributive negotiation – the parties compete to divide up a “fixed- pie” of resources among themselves.
2. Integrative bargaining – the parties try to create a win-win situation in which all the parties gain.
Strategies to encourage integrative bargaining
1. Emphasizing superordinate goals – goals that are common to all parties in conflict.
2. Focus on the problem, not the people – the parties attack each other instead of trying to resolve the conflict.
3. Focusing on interests, not demands – demands are what a person wants, while interests are why that person wants them.
4. Creating new options for joint gain – the parties create new alternative solutions.
5. Focusing on what is fair – trying to distribute outcomes based on the meaningful contributions made by each party.
What are your favorite strategies to negotiation that were listed above?
On which of them could you improve in your leadership skills?
Jones, G. R., George, J. M., and Hill, C. W.L. (2006). Contemporary management. 4th Ed. Boston: Irwin. ISBN: 0073049212.