Description
Choosing a method to approach negotiations is not always easy. It is important to have an awareness of the options that exist. Sometimes, a collaborative approach is best, especially when it serves the purpose of mutual gains for both sides. In that case, other considerations and emotions must be put aside to reach the outcome that is desired.
Principled negotiation is an interest-based approach which focuses on conflict management/conflict resolution. A mutually shared outcome is sought, with the goal of “win-win” vs. “win-lose.” Both parties are encouraged to come together in a collaborative way to share and explore the deeper interests underlying their stated positions. The background readings and Case allow you to explore this method, its advantages, and its limitations.
Case Assignment
For this Module’s Case, begin by reading the following:
Zhang, S. and Constantinovits, M. (2016). A study of principled negotiation based on Chinese harmony thought. Brand Research in Accounting 7(1); 60-70. Retrieved from the Trident Online Library.
Using this information, as well as some additional research in peer-reviewed sources, complete your Case assignment by answering the following:
Concisely summarize the four major points of principled negotiation. How could each point be specifically applied to a workplace conflict?
What would make this approach most effective in a negotiation? What types of negotiation would this not be advisable for?
Describe the advantages and the limitations in using principled negotiation – be as specific as you can in both.
