NEGOTIATIONS APPROACHES

NEGOTIATIONS APPROACHES

1. ESTRUCTURAL APPROACH

   • find
     • explanations of outcomes in patterns of relationships between parties or their goals
   • who adopt this approach
     • share an emphasis on the means parties bring to a negotiation.
       • Theory of the power
         • the relative power of each party affects their ability to secure their individual goals through negotiations.
           • The strong do what they can and the weak suffer what they must
             • availability
               • alternativies
             • role of
               • tactics
             • taking
               • positions
                 • "winning"
                   • can be a poor-long term strategy

2. STRATEGIC APPROACH

   • strategy as
     • a plan, method, or series of maneuvers for obtaining a specific goal or result
       • roots in
         • maths
         • rational choice theory
         • economy area
         • biology
         • choices in maximizate their benefits
           • thorought
             • incentives
               • Game Theory
                 • predict the actions parties take in order to maximize their own gains when the consequences of any action they choose will depend on the decisions made by another actor.
               • Critical Risk Theory
                 • uses cardinal utility numbers to explain decision-making behaviour

3. BEHAVIORAL APPROACH

   • based in
     • personalities or individual characteristics
       • generate
         • Negotiator’s Dilemma
           • soft liners
           • highliners
           • a good negotiatior is
             • one person who possessed the qualities of “an observant mind, a spirit of application which refuses to be distracted by pleasures or frivolous amusements, a social judgment which takes the measure of things as they are, and which goes straight to its goal by the shortest and most natural path
               • Framing
                 • It is refer to the way a problem is described or perceived

4. CONCESSION EXCHANGE APPROACH

   • centers in
     • learning
   • for this approach a negotiation is a learning process in which parties react to each others’ concession behavior
     • Parties use their bids both to respond to the previous counteroffer and to influence the next one; the offers themselves become an exercise in power

5. INTEGRATIVE APPROACH

   • emphasize
     • problem solving
     • cooperation
     • joint decisionmaking
     • mutual gains
       • "win- win solutions
         • ripe for a solutions
           • a condition that occurs when the parties realize that the status quo “is a lose-lose situation, not a winlose situation
         • Mutually Hurting Stalemate
           • a condition of intolerable ‘hurting’ or mutual loss
   • based in Political Theory