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Essay / Research Paper Abstract
This 8 page paper considers the ideas of Fisher and Ury regarding the way negotiations may be held without resorting to the traditional positional braining models. The writer considers the merits of their book “Getting to Yes: Negotiating an agreement without giving in”. The bibliography cites 5 sources.
Page Count:
8 pages (~225 words per page)
File: TS14_TEnegset.rtf
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Unformatted sample text from the term paper:
dollar contract. The influence is also felt in the employment relationship and the settlement of legal matters. The skills required are wide ranging and a sound understanding of the basis
of negotiations may be seen as necessary in order to be successful in negotiations. The most basic form of negotiation may be seen as a selling environment such as
a car boot sale or a market, where a seller inflates the price and the potential purchases haggles, stating they think it is worth less, looking for flaws. The result
is a price somewhere in the middle. This is often not a real form of negotiation as the price is inflated to begin with, and not a true concession. As
a basic model it is interesting, but we may also argue that this is not suitable for all scenarios and it is an over simplified model with limited application in
the real world. For example, if the situation where there are multiple parties, or there is a situation where a compromise is unsuitable, such as nuclear disarmament, then this type
of agreement, where there is movement towards a middle point may be unacceptable or impractical (Fisher and Ury, 1997). In order to overcome some of the problems we will
find that there may be a due to positional bargaining. There are many applications of this type of bargaining, and we can look to some of the larger trade organisations
as well as the employment relationship to see how this takes place. It is also seen in scenarios where there are multiple participants, and can be seen as the use
of political manoeuvring. The choice is hard or soft bargaining. Hard bargaining placing the sides in confrontational positions, enemies seeking agreement, taking a hard attitude to both the problems
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