Negotiators’ positions are
the things they demand you give them and also the things that they refuse to provide you with
. Negotiation positions are typically communicated in meetings, emails, and proposals.
What is the difference between positions and interests?
A position denotes what each party wants
?# 147
; or thinks it wants ?# 147; from the negotiation. Interests are the underlying reasons why their demands are important to them.
What are positions and interests in negotiations?
Positions are
surface statements of where a person or organization stands
, and rarely provide insight into underlying motivations, values or incentives. Interests are a party’s underlying reasons, values or motivations. Interests explain why someone takes a certain position.
What is positional negotiation?
Positional bargaining is
an approach that frames negotiation as an adversarial, zero-sum exercise focused on claiming rather than creating value
. Typically in positional bargaining, one party will stake out a high (or low) opening position (demand or offer) and the other a correspondingly low (or high) one.
What is a position in a conflict?
A position is
the stance taken on an issue by a conflict party
, based on underlying interests rooted in core issues defined as needs. Positions are located in the realm of communication and interaction as they are the articulation by the conflict parties of the often complex factors that make up a conflict.
What is a negotiation process?
Negotiation is a
process by which two or more people (or groups) resolve an issue or arrive at a better outcome through compromise
. Negotiation is a way to avoid arguing and come to an agreement with which both parties feel satisfied.
What are the different types of negotiation?
- Distributive Negotiation.
- Integrative Negotiation.
- Multiparty Negotiation.
- Team Negotiation.
- Positional Negotiation.
- Prepare.
- Information Exchange.
- Bargain.
What are the 5 negotiation styles?
Negotiators have a tendency to negotiate from one of five styles:
competing, accommodating, avoiding, compromising, or collaborative
.
What are issues in negotiation?
- Selective disclosure: highlighting positive information and downplaying (or omitting) negative information.
- Misrepresentation: negotiators misstate facts or misstate their position (e.g., they are willing to accept a lower price than they originally stated)
What does Batna stand for?
The
best alternative to a negotiated agreement
(BATNA) is the course of action that a party engaged in negotiations will take if talks fail, and no agreement can be reached.
What are the four principles of negotiation?
The book advocates four fundamental principles of negotiation: 1) separate the people from the problem; 2) focus on interests, not positions; 3) invent options for mutual gain; and 4) insist on objective criteria.
What is an advantage of positional negotiation?
In positional bargaining, negotiators tend to focus on
trying to “win” at the expense of generating better, long-lasting agreements and relationships
. An interest-based approach can bring better results.
What are the 4 steps of getting to yes?
- separate the people from the problem;
- focus on interests rather than positions;
- generate a variety of options before settling on an agreement;
- insist that the agreement be based on objective criteria.
What are the interests in negotiation?
Loosely defined, interests are
the needs, hopes, fears, and desires that drive our actions and underlie our positions in negotiation
. We enter negotiations because we have interests that we’re hoping to meet or have satisfied.
How can you distinguish between interests and issues in negotiation?
The
motivating forces underlying negotiation positions
are what we refer to as “negotiation interests.” Interests are the “why” behind the negotiation position. The main problem is that the people involved in a dispute tend to know the positions of the other negotiators.
What is the pin triangle negotiation?
The PIN Triangle
The PIN triangle is
a useful way to distinguish between your own positions
(P), interests (I), and needs (N) and those of the other side. Needs are the underlying reason you’re in negotiations: the things you really want.
