In this way, te problem itself (or obstacles) is minimized as the personalities that espouse the given view are maximized. Such actions make it difficult if not impossible to work towards a resolution. In this way, i is the role of the negotiator to seek, a all costs and at all times, uderstanding of the issues rather than working to ascribe them to a given group or individual. Te second point centers around the fact that the negotiator must place emphasis on seeking to define the interests of group and not the problem.
Although this can be understood a multitude of different ways, prhaps the best way to understand it is that the focus should be placed on the positive and not the negative. In such a way, rther than immediately coming to agreement that a central negative exists, te group can focus positive and constructive energies on defining and further developing the respective interests that guide the positions that are at hand. Lstly, hw it is framed is oftentimes half the battle. In a situation where issue seeks resolution, aredistribution of focus in a way that works to maximize mutual gain is oftentimes one of the most efficient ways towards bringing parties together on points of agreement.
Although this is a very basic concept, i is one that is lost on many negotiations as individuals involved develop a type of tunnel vision on their desired results with little thought as to small tokens of peace offerings that could coax the other side to relinquish some ground on a given item or set of points. respect comparing and contrasting distributive/competitive versus integrative/interest based bargaining, tese primarily differ with respect to the item that is being discussed.
For instance, a the name implies, dstributive bargaining is often performed as a way of seeking to divide something up between parties3. Although many individuals approach this type of bargaining as simply dividing a pie amongst two hungry people; te fact of the matter is, oer the course of the bargaining model, te participants hold within their power the ability not only to divide the pie – to make pie larger for each party involved.
Conversely, wth regards to integrative/interest based bargaining, te parties involved are trying to make more of a given resource4. Therefore, te arguments are. ..
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