Question

Find a news article on a crucial negotiation. Describe the positions, interests, and BATNAs. What are the human dynamics that drive the negotiation? Can you suggest any changes in the approach that could have an impact and even change the outcomes of the negotiations?

Subject: conflict management

Answer 1

Negotiation:

In general negotiation is the process of bargaining which occurs between two or more parties with an aim to prepare an agreement so that the matter is settled with mutual concern to resolve a conflict. After the conflict is resolved the agreement will be terminated where by the parties will be discharged from the contract.

In negotiations it is very important to identify the difference between interest, position and BATNAs. Positions and interests are the two main cornerstone for building a collaborative success factor in the negotiation process. Negotiator has to address to both the parties interests to come to a conclusion. Parties are to be very clear before entering into an negotiation process. Proper communication is needed to know their interests.

Positions: describes what the person or organization wants in the future course of action. Eg: project manager want to earn more salary.

Interests : describes or states why the person or organization want in the future. Eg: the reason for earning more salary by the project manager is to buy a car.

BATNAS: means Best Alternative To a Negotiated Agreement this is the best possible way the person has when the other person refuses to negotiate with you. Eg: you want to purchase a used car for $5,000 from a dealer but you are getting the same type of car from another dealer for $ 4,000 at such time $4,000 is your BATNAs.

What are the human dynamics that drive the negotiation?

Interests and positions of a person leads to negotiation process. In other words the needs and wants, tastes and preferences of the person drives to the negotiation process.

Can you suggest any changes in the approach that could have an impact and even change the outcomes of the negotiations?

There are three strategies that brings changes in the outcomes of the negotiation process :

1. Use time to your advantage
2. Don't abandon value creating strategies
3. Avoid being provoked into an emotional response