MUTUAL GAINS NEGOTIATION
Over recent decades an alternative approach to traditional distributive bargaining has been developed. Labelled as ‘principled negotiation’ (Patton: 1985) or ‘interest-based bargaining’ (Fisher, Ury and Patton: 1991), this form of negotiation is well suited to collaboration with its focus upon integrative ‘Win/Win’ rather than Zero/Sum outcomes (Timothy Rauenbusch: 2000). Also referred to as integrative bargaining, […]
SEPARATE PEOPLE FROM THE PROBLEM
Mutual Gains Negotiation or integrative bargaining places importance on separating people or emotional issues from substantive problems. Often the people or relationship issues become entangled with the substantive issues or problem to be resolved. Conflict over substantive issues or the ‘real problem’ then tends to spill over into conflict between people. People then identify one […]