Negotiation is a process involved in solving disputes permanently between different parties by providing the needs of each side and ensuring that they are all satisfied with the outcome (“PON – Program on Negotiation at Harvard Law School,” 2022). There are several negotiation techniques used depending on the situation. First is the distributive, also known as the complex method, which involves highly competitive bargaining. In this method, the negotiator feels like the one who holds out fares better, and the goal is viewed as a victory. This technique involves hidden information, interest demand, and people negotiating according to their position (Johnson, n.d.). Also, this technique is mainly favorable when one wants a solution to the losses they are making. For instance, when purchasing an item, the seller wants to make the highest profits, and the buyer wants to pay the least.
Another technique used is the soft approach of negotiation, which involves a party backing down after trying their best to meet the other party’s interest and giving up on their interests. Weak negotiators mainly want to keep peace and make exceptions to prevent conflicts (“OSU Extension – Home – Oklahoma State University,” 2022). In the soft approach, the participants are friends. The goal is viewed as an agreement; therefore, this technique involves being gentle with the people and the problem. It also requires trust. The soft approach negotiation technique is suitable when meeting the agreement is the only goal and bettering the relationship between parties.
The final technique is principled negotiation, developed by Harvard negotiation experts Roger Fisher, William Ury, and Bruce Patton. It involves negotiators taking a win-win approach without any victimization to either party (Johnson, n.d.) and mainly applies four significant principles. Participants are the problem solvers. Essentially, it separates the people from the problem, being soft on the people but hard on the issue. It is applicable if negotiators are willing to have a fair and accessible standard to settle their differences. In conclusion, depending on the technique used, one can better their business or leadership position.
Johnson, C. (n.d.). Meeting the ethical challenges of leadership.
OSU Extension – Home – Oklahoma State University. (2022). Retrieved 13 September 2022, from https://extension.okstate.edu/
PON – Program on Negotiation at Harvard Law School. (2022). Retrieved 13 September 2022, from https://www.pon.harvard.edu/
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Discuss three specific negotiation techniques and the situations they are best for.