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Essay / Research Paper Abstract
This 3 page paper examines positive negotiation strategies. How can all parties come out of a negotiation feeling like a winner? A comprehensive example of how such a negotiation might go is provided. Bibliography lists 2 sources.
Page Count:
3 pages (~225 words per page)
File: RT13_SA547win.rtf
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Unformatted sample text from the term paper:
how can it help to resolve workplace disputes? First, it is true that in any negotiation, there is strategy and everyone plans and prepares and has a bottom line (Fells,
1996). That is, everyone knows what they will accept as a minimum end, but Fells (1996) explains that there are other ways to negotiate and relays some ideas about strategies
more conducive to an agreeable outcome. In the Fells article, Ury suggests "that the key point in changing from positional to problem-solving negotiation is to reframe, to take whatever
the other negotiator is saying and direct it against the problem" (Fells, 1996, p.57). Also, the idea is to negotiate not from a set position but from one where many
people can agree. Reframing the objections to a position, or the problem, may prompt a new response that perhaps both parties may agree with. Fells (1996) also suggests that the
negotiations begin in an orderly fashion. This will help to make sure that the process goes smoothly. It is also important to note that more informal methods of negotiation are
being used more and more frequently. Rau-Foster (2005) reports that quite often, managers are able to incorporate mediation techniques into the workplace. This is something new. In the past, it
seems that the autocratic model would be most effective and managers would simply try to keep their employees in line. Today, things are much different than they were in the
past. Much attention has been placed on human resources and businesses are trying to retain employees by fostering a pleasant atmosphere. Negotiation is something that is a part and parcel
of daily life because conflicts are inevitable and many companies are incorporating these types of techniques. Once again, while many negotiation strategies seem to favor one side or another,
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