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In this way, the 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, it is the role of the negotiator to seek, at all costs and at all times, understanding of the issues rather than working to ascribe them to a given group or individual.The second point centers around the fact that the negotiator must place emphasis on seeking to define the interests of the respective group and not the problem. Although this can be understood a multitude of different ways, perhaps the best way to understand it is that the focus should be placed on the positive and not the negative. In such a way, rather than immediately coming to agreement that a central negative exists, the group can focus positive and constructive energies on defining and further developing the respective interests that guide the positions that are at hand.Lastly, how it is framed is oftentimes half the battle. In a situation where a difficult issue seeks resolution, a redistribution 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, it 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.With respect to comparing and contrasting distributive/competitive versus integrative/interest based bargaining, these primarily differ with respect to the item that is being discussed. For instance, as the name implies, distributive 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; the fact of the matter is, over the course of the bargaining model, the participants hold within their power the ability not only to divide the pie – but to make the pie larger for each party involved. Conversely, with regards to integrative/interest based bargaining, the parties involved are trying to make more of a given resource4. Therefore, the arguments are

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preview essay on NEGOTIATION SKILLS
  • Pages: 4 (1000 words)
  • Document Type: Essay
  • Subject: Management
  • Level: Undergraduate
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