The Issue Of Bargaining Over Position - 1318 Words

Negotiation is part of everyday life, and we use it to get something that we want from other people. The â€Å"problem† that Roger Fisher and William Ury refer to is the issue of bargaining over position. When we argue over positions, it produces undesirable outcomes. In negotiations, people tend to pay attention to the position, and not the underlying concerns of both parties. This is not only inefficient, but it can also lead to strained relationships between two parties. â€Å"Getting to Yes: Negotiating Agreement Without Giving In† by Fisher and Ury is a step by step guide to negotiating using a method known as â€Å"principled negotiations.† In principled negotiation, you and the other party are seen as the problem solvers rather than adversaries. The goal of principled negotiation is always to reach an outcome â€Å"efficiently and amicably.† The Method Every negotiation will involve people, and Fisher and Ury make it very clear that people are not perfect. While some may be good communicators, others may not be good listeners on the receiving end. We have our own interests and goals, in which we tend to see from our point of view. According to Fisher and Ury, the first step to a successful negotiation is to â€Å"separate the people from the problem.† The most common human problem that we face tends to be â€Å"perception, emotion and communication.† To prevent these problems from happening, the authors suggest that we â€Å"build a working relationship† and focus on the problem itself, not theShow MoreRelatedA Discussion On Positional Bargaining1399 Words   |  6 Pagesadversarial relationship. During negotiations, each party must determine what the position is that is farthest away from their original starting point, while still being favorable to their side (Colosi, 1983, Friedman, 1993, Post, 2009). Not only is each party responsible for presenting proposals reflecting their own position, but they are also responsible for presenting counterproposals based on both their position, and what the other party brings to the table. Through this exchange, it allows negotiatorsRead MoreStages and Strategies of Collective Bargaining1499 Words   |  6 PagesThe ILO Right to Organize and Collective Bargaining Convention (No. 98), 1949 describes collective bargaining as: Voluntary negotiation between employers or employers organizations and workers organizations, with a view to the regulation of terms and conditions of employment by collective agreements. Collective bargaining could also be defined as negotiations relating to terms of employment and conditions of work between an employer, a group of employers or an employers organization onRead MoreThe Union And Jane Represents The Business House1206 Words   |  5 PagesIntroduction From this case, one very prominent issue is , labor negotiations. Collective bargaining or negotiation among labour unions and corporate houses develop a specialized area in the negotiation world. The only differentiating factors are legal and interpersonal aspects (Craver, n.d.). In this case there are two main negotiators or bargainers. Mark represents the union and Jane represents the business house. In this scenario, Mark is depicted as a tough and practical bargainer. JaneRead MoreCase Study 6-1 Surface Bargaining926 Words   |  4 PagesCase study 6-1 Surface Bargaining Based on the information provided and the court’s conclusion, the company was acting in good faith, utilizing the tool to flexibly and proactively to deal with the labor union. This is because the company met with the union at regular intervals without any anti-union intentions. Also, the company’s actions, during and after the negotiations, did not display any intentions of not concluding the bargaining agreement as claimed by the union (Kochan, 1980). In additionRead MoreRelationship Between Milk Market Participation Of Smallholder Households And Womens Intra Household Bargaining Power1652 Words   |  7 PagesIn this paper, we study the relationship between the milk market participation of smallholder households and women`s intra-household bargaining power in Ethiopia. The main objective of integrating Ethiopian farmers into the market is to increase household income. Our data show that household income is indeed substantially higher in milk market participating hou seholds (101 versus 49 birr daily). This higher income of participating households is almost completely earned by selling raw milk to theRead MoreCase Study 5.2 - Are Teaching Assistants, Research Assistants, and Proctors Employees Under the Nlrb?1498 Words   |  6 Pageslevel, the bargaining power of the labor union would be far greater of teaching assistants and research assistants were unionized. The recognized employees—specifically instructors and researchers—of Yellowstone University are presumably unionized, and the addition of teaching and research assistants to the union rolls would give labor near complete control over the basic functions (research and instruction) of the university. In addition to providing the union with a much stronger bargaining positionRead MoreRobust Routers Job Offer Negotiation1187 Words   |  5 Pages In the simulation involving a negotiation over a job offer at Robust Routers, I played the role of the human resour ce director; Leigh Bultema, and my partner played the role of Joe Tech; the recent MBA graduate seeking permanent employment with the technology company. Joe is not in agreement with the terms of the original offer and would like to negotiate the terms of certain issues within the bargaining mix. One key issue Joe is negotiating is the relocation to Robust Routers headquartersRead MoreBusiness Law ( Negotiation And Conflict Management )1525 Words   |  7 Pagestwo sorts of structures, zero-sum and non-zero sum. Distributive bargaining is the approach to bargaining or negotiation that is used when the parties are trying to gain something in expense of others. As was mentioned in class, this structure of negotiation is like dividing a pie, a limited resource, by which one outcome could gain somebody by costing some one else. For example, if we have a pie and there are ten people negotiating over it, one might ask for half of that pie and that leaves the otherRead MoreRelationship Be tween Milk Market Participation1449 Words   |  6 PagesIn this chapter, we study the relationship between the milk market participation of smallholder households and women`s intra-household bargaining power in Ethiopia. Our data show that household income is indeed substantially higher in milk market participating households (101 versus 49 birr daily). This higher income of participating households is almost completely earned by selling raw milk to the market. The other way of receiving milk income -- processing raw milk into butter and cottage cheeseRead MoreIntegrative Negotiation1356 Words   |  6 Pages2011 Definition of Integrative bargaining states that; it is a negotiation between the parties when the parties are not experiencing a direct conflict over an issue and they want to be benefitted from discussions(Negotiations betweena union†¦,n.d.). Integrative negotiation is a process in which the party’s goal is to develop a result which is benefitted to both of them. Integrative bargaining is also known as win-win negotiation. Integrative bargaining is an alternate strategy to the