Collaborative Negotiation
Negotiation can also assume the form of collaborative style. It involves people with diverse interests working together to achieve mutually satisfying outcomes. Collaborative negotiation is known by many names. Some popular names include “problem-solving negotiation”, “consensus-building negotiation”, “interest-based negotiation”, “win-win negotiation”, “mutual gains negotiation”, and so on. The goal of collaborative negotiation is to manage the dispute so that the outcome is more constructive than
destructive. A destructive outcome results in damages and involves exploitation and coercion. A constructive outcome fosters communication, problem-solving, and improved relationships.
● The negotiation parties have both diverse and common interests.
● The common interests are valued and sought.
● The negotiation process can result in both parties gaining something.
● The negotiating arena is controlled by enlightened self-interest.
● Interdependence is recognized and enhanced.
● Limited resources do exist, but they can usually be expanded through cooperation and creativity.
● The goal is a mutually agreeable solution that is fair to all parties and effective for the community/group.
The collaborative negotiation focuses on interests rather positions. Integrative solutions are obtained by understanding other’s self-interests, not by jostling for positions.
The collaborative negotiation places value on relationship. It requires trust and relies on full disclosure of relevant
information.
The disadvantages of this approach are:
● It may pressure an individual to compromise and accommodate in ways not in his best interest.
● It avoids confrontational strategies, which can be helpful at times.
● It increases vulnerability to deception and manipulation by a competitive opponent.
● It makes it hard to establish definite aspiration levels and bottom lines.
● It requires substantial skill and knowledge of the process.
● It requires strong confidence in one’s perceptions regarding the interests and needs of the other side.
【Collaborative Negotiation】相關(guān)文章：
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