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 […]
NEGOTIATION AS A CORE ORGANISATIONAL COMPETENCY
I recently, responded to a SPANS negotiation forum discussion thread involving the leading question ‘Does Mutual Gains training pay off’. The question linked to an observation by Lawrence Susskind and Hallam Movius in their book ‘Built to Win: Creating a World Class Negotiating ‘ suggesting that one off, stand-alone negotiation training does little to develop […]