Asked by Mugan Tayalan on Jun 04, 2024
Verified
Differentiate between distributive and principled negotiation. List four rules of principled negotiation.
Distributive Negotiation
A negotiation strategy in which the parties involved view the resources in question as fixed, leading to a competitive scenario where each party aims to secure as many resources as possible.
Principled Negotiation
A negotiation strategy that focuses on mutual interests and objective standards rather than power dynamics or competitive bargaining.
Rules Of Negotiation
Guidelines or principles that govern the process of negotiation to ensure fair, effective, and efficient outcomes.
- Distinguish between distributive and principled negotiation, comprehending the underlying principles of each method.
Verified Answer
In principled negotiation, sometimes called integrative negotiation, the orientation is win-win. The goal is to achieve a final agreement based on the merits of each party's claims. No one should lose in a principled negotiation, and positive relationships should be maintained in the process.
Four pathways or rules for gaining such integrated agreements are:
1. Separate the people from the problem.
2. Focus on interests, not on positions.
3. Generate many alternatives before deciding what to do.
4. Insist that results be based on some objective standard.
Learning Objectives
- Distinguish between distributive and principled negotiation, comprehending the underlying principles of each method.
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