CMN 4131 Lecture Notes - Lecture 8: The Negotiation, Nonverbal Communication, Active Listening
27 Feb 2019
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Many expect it to be used in our society, because our society is competitive in orientation. It offers a practical advantage, too; the negotiator can easily jump in and participate without much preparation or much knowledge of the other party. Not really based on the needs or legitimate interests of the parties. It tends to limit the focus of negotiations to simplistic and inflexible criteria such as monetary amounts. If the parties in dispute are unwilling to compromise, the process breaks down. If they are too aggressive in pursuing their own goals or in belittling the other party"s goals, retaliation may result. Since positional bargaining is adversarial and competitive, it can damage social and business relationships. No one likes being intimidated or out-maneuvered in any negotiation. Problem solving that integrates both parties" interests and seeks mutually beneficial solutions. How collaborative problem solving works (1) attempt to serve the interests of all parties, not just their own.
