Negotiation Strategy Article Analysis

Negotiation Strategy Article Analysis

The following article analysis will discuss two different negotiation strategies and how each can be beneficial or detrimental to a negotiation process. Within this analysis a compare and contrast analysis was examined in regard to the individual negotiation techniques.

Positional Bargaining

Maintaining a permanent position or set idea within a negotiation is called positional bargaining. This particular negotiation technique is established when the user is determined to argue his or her point only with no regard for exterior interests. A good example of this type of bargaining is at a yard sell. The owner of the merchandise has a fixed price in his or her mind that the item should sell for. However, the buyer is set on purchasing the item for the price he or she is determined to pay, thus causing the conflict requiring negotiation. Back and forth conversation often times very passionate can take several minutes or hours for the involved parties to reach an agreeable position.

Look for Mutual Gain

To remove the level of resentment that generally escalates during any negotiation having the initial attitude of mutual gain will allow both parties to come to the bargaining table free of suspicion or underlying motives. This technique highlights relationships instead of profit and establishes value instead of mere distribution. According to "Norton Media Professional Development" (2011), "this technique allows both the buyer and the consumer to communicate effectively his or her needs free of suspicion, resulting in future transactions" (negotiation skills). This technique is currently being used by several corporations within the United States to facilitate the manufacturing and distribution of American goods in foreign countries.

Compare and Contrast

The first negotiation technique describe generally is the initial position learned as a child. This technique can be effective but results tend to be won with resentment on behalf of the party that did not get the price he or she originally expected. This type of negotiation leaves both parties having to compromise instead of reaching an amicable decision.

The second negotiation technique described allows both parties to enter into negotiations free of suspicion and lack of trust. Value is placed upon the needs of both parties therefore allowing communication to flow back and forth freely with the result being operational, realistic, and well-planned.

Conclusion

During any negotiation, strategies and techniques can be tailored to fit the criteria of the particular situation. In the case of the two techniques described both have effective and ineffective elements. Within