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, […]
KEY ELEMENTS OF NEGOTIATION – RELATIONSHIPS
Too often, people believe that negotiation is all about doing the deal and nothing else – that a negotiation is successfully completed once we have made an agreement, and/or signed a contract to formalise that agreement – however, the deal is never done unless we establish and preserve the working relationships needed to perform the […]
KEY ELEMENTS OF NEGOTIATION – ALTERNATIVES
DEVELOPING ALTERNATIVES The development of alternatives provides key strengths in negotiation to deliver more valuable outcomes. It is important to note that when we discuss alternatives, the topic of alternatives usually falls within the following two domains: • Developing a range of alternatives that will allow us to generate many options to meet our interests or […]
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 […]
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 […]