Principle and Positional negotiation (Marwa & Mariam)
(ten questions people ask about getting to yes: pages: 151-153+ lecture) :
Positional Bargaining/negotiation:
Features of positional bargaining: easy, requires no preparation, universally understood,
expected.
1- Arbitrary outcome (positional) is risky especially in critical issues plus it might turn to
be an index for future transactions.
2- The more the issue is complex, the more unwise to engage in positional bargaining, as
complexity needs careful analysis, and brainstorming.
3-Avoid threats or anything that might damage good working relationships, positional
bargaining is fine if the two parties are strangers and protected by competitive
opportunities.
4- If the two parties have a long history of fighting positional bargaining, it is better to
avoid it by establishing a joint problem solving, realistic time table, brainstorming,
exploring interests and so on.
5- Positional bargaining tends to stop joint gains, the negotiation may end up by leaving a
lot of gold on the table.
Principle Bargaining/ negotiation (from lecture):
-
Principle bargaining/ negotiation focuses on situations/ cases/ problems, and not
on persons (like positional).
-
Principle threats are buried ones, hidden, and give you a room for revising your
attitudes/ situation.
Example (from lecture):
a) Threat of British/ French to Nasser after nationalizing Suez Canal (positional).
b) Threat of American President to Sadat to seize fire in 6th of October war
(principle).