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 […]
KEY ELEMENTS OF NEGOTIATION: GENERATING OPTIONS FOR MUTUAL GAIN.
Fisher, Ury and Patton (1981), recommend the invention or generation of options for mutual gain. By searching for and generating options you avoid the mindset of having to negotiate over a fixed pie. Instead, you promote an abundance mindset as you seek to expand the pie and create value. This may involve trading across differences […]
THE CONCEPT OF COLLABORATION
Drawing from the literature and for the purpose of my research, I have settled on the following definition of the concept of collaboration: ‘A social process, involving conscious joint effort and cooperation between two or more parties to voluntarily pool their diverse complementary expertise, perspectives, knowledge, skills and resources for the purpose of achieving a […]
Mary Parker Follett – Pioneer of Modern Management and Negotiation theory
Mary Parker Follett was referred to by Peter Drucker as the prophet of management – Follett viewed bureaucratic organisations with their hierarchical forms as basically being unfit for purpose and preferred the concepts of network organisational forms, collaboration, and integrative bargaining – essentially the idea of people working together to achieve more than they could […]