Essays on What Negotiation Is and What Interests and Positions Refer to in Negotiation Assignment

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The paper "What Negotiation Is and What Interests and Positions Refer to in Negotiation" is a good example of a management assignment. Negotiation is a universal approach to dispute resolution and is employed in effective decision making. It also supports lots of other alternative dispute resolution methods. Negotiation can be defined as a backward and forward communication between parties to strike a common balance, or a way of receiving what you want from others; or an effort to resolving differences. Two distinctive types of negotiation are position-based negotiation and interest-based negotiation (Raiffa, 2002). A position is where a party states (what) the manner in which the underlying problem ought to be dealt with or determined; or proposes a particular way out.

More often than not, parties choose a position(s) that they expect to suit their specific interest or meets up their various wishes. On the other hand, interests are well-defined wishes, provisions or achievements that parties have got to meet up in an agreement before it is regarded as acceptable. Interests may well refer to the substance to defined practical reflections or mental wishes.

Interests are centred on all parties based on their personal or organisational wishes. Interests prompt parties to negotiate to see as they are usually buried under a position. Interests may possibly be mutual or contradictory. Therefore, even though in negotiation it is at times easy to find common ground, it is crucial that the "interests" and "positions" linked to the negotiation are well cut out (Fisher & Ury, 2011). Referring to the case of Top Class and Swift, the parties have a common interest; they need to expand their operations.

Both parties have made new investments from which they intend they generate more cash. However, each party holds a different position on the manner in which they seek to support their new investments. The position of Top Class is to generate more revenue by increasing their selling price by 9.5 per cent. Swift holds two positions (1) they can only admit a 3 per cent increase in price; and (2) they need Top Class to reimbursed monies on any future orders held by Top Class as compensation for a loss they may well incur due to the poor stitching of the 10,000 pairs of jeans they had acquired from Top Class. Identify the alternatives available to each party and how they will impact on the negotiations. As the parties negotiate, one party may easily make a blind deal.

It is for this reason that each party has got to consider several alternatives. Alternatives refer to the actions that either party may well engage out of the negotiations, by itself or through a third partner. However, the other party with whom one negotiates is not always involved.

The parties simply determine the most favourable alternative they possibly would prefer to crop up from the negotiation. Moreover, it is crucial for the parties to ensure that the alternatives become real rather than merely expressing them. The parties as well ought to act on the alternatives so that they know how to raise them when necessary (Lodder & Zeleznikow, 2005).  

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