Negations and Relationship Management

Answers: The components of interest-based negotiations are: Separating the person from the problem: The very first elements of interest-based negotiation include the strategy of depersonalising the problem. Proper understanding of each party’s problem regarding their interest area can be a powerful tool in resolving the conflict in the interest-based negotiation process (Tremblay 2016). Brainstorming and evaluating options: After the interest of the problem statement is identified and clarified, both the parties need to work jointly and generating

Running Head: Negation and Relationship Management
NEGOTIATION AND RELATIONSHIP MANAGEMENT
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Negations and Relationship Management
Question 1: Explain and list below the components of interest-based negotiations.
Answers: The components of interest-based negotiations are:
 Separating the person from the problem: The very first elements of interest-based
negotiation include the strategy of depersonalising the problem. As integrative
negotiation can arise between two good friends and the primary purpose of
negotiation is to end the problem and come to mutual consent without damaging the
personal relation to the other party. There should be proper communication and
perception to create the best option that allows mutual benefits.
 Problem identification and Interests: The next is to identify the problem arising
between them and see the problem that represents their interests. The interests of the
parties differ, as different individuals have different want and different interest area
regarding the particular situation. The interest of both the parties should be clear like
asking why? What? Their concerns? What are the hopes? Their fear? And it should be
made clear that the questions asked are for better clarification for the interest side of
the people not challenging them and trying to beat them. Proper understanding of
each party’s problem regarding their interest area can be a powerful tool in resolving
the conflict in the interest-based negotiation process (Tremblay 2016).
 Brainstorming and evaluating options: After the interest of the problem statement
are identified and clarified, both the parties need to work jointly and generating
options to figure out an optimal solution to meet the interest. Most of the time
individual do brainstorming by coming up with many possible options and evaluating
all those options one by one and come up with new creative options that fulfil the
requirement of the interest (Byrnes & Lawrence 2016). The aim brainstorming and

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evaluating options is to enhance the win-win situation that benefits both the parties.
The best outcome is evaluated that clearly meet the interest of both parties.
 Legitimacy: After the list of various outcome are interpreted then next step is to
identify the objective criteria for negotiation. Objective criteria can be stated as the
set of standards that both the parties get agreed is fair and legitimate (Hernández,
2019).
 The best alternative to a negotiated agreement: The best alternative to a
negotiation agreement is found after the proposal has been legitimised and defining
the proper objective criteria (Marsden & Siedel 2017). BATNA is an alternative that
the parties can walk away mutually from negotiation. It is a set of measure agreement
protecting from accepting unfavourable terms.
Question 2: Analyze and develop by elaborating the Interests of John and Mary?
Answers: As the interests of the people are not the same, at times they are directly opposing
but interest-based negotiation is conflict resolving approach that focuses on win-win situation to
the problem.
i. John is keenly interested in adapting a silver screen for GG films. He also wanted
the story to be portrayed originally according to story intended in the book rather
than a scripted story by the film producers. John also wanted to secure his
advance for the conversion of his book “The good boy” in a silver screen to buy a
new home for his family and wanted to make more money. In order to obtain
more money to pay off his bills, he published another book. John desperately
wants that his book “the good boy” to be adapted by GG film for the silver screen
to stable his work life and sure his funding’s he must try to negotiate with Mary.

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ii. Mary is keenly interested in adapting “the good boy” for the silver screen so that
she can get a breakthrough her first main production and hit the box office. She is
also keen to produce a quality film by keeping her production cost low and
acquiring the rights for the book from John within the budget allotted to her
before missing her deadline. She is willing to make her mark as an all-rounder
artist both in front of the performer and behind the camera too.
Question 3: Apply and demonstrate three options that are possible for John and Mary. Discuss
why each option is plausible for both the parties.
Answers: If Mary wants to hit her first production by producing a quality film, she
should negotiate with john and allow him to be a part of her GG film production as a
screenwriter for the originality and better quality script. John should also agree on this and can
earn money to secure his funding’s and portraying the original script intended in the book rather
than the fake script. This book is based in cult classic it is very well known and accessible for
john to work on it.
If John wants to get guaranteed income for “The good boy” adapting silver screen and
wants advances, then he should give his rights to Mary and settle at the price set. Mary should
also agree to the price set and can achieve the production quality of the film within the allocated
budget and can complete it without missing the deadline.
If both John and Mary agree to work together in adaptation of “The good boy” in the
silver screen, they will be in a massive profit as Mary will be able to get the quality film without
missing her deadline she can get a huge breakthrough the production of her first film and become

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Negations and Relationship Management
the all-rounder artist. John will be able to secure his funding’s for his family; he can get another
chance in work-life to compensate for the loss incurred by “Meh Meh” book.
Question 4: Analyse and develop the Best Alternative to a Negotiated Agreement
for John and Mary, respectively (state and explain the BATNA for each party in
their negotiation terms).
Answers: BATNA is criteria where the party can individually walk away from the
negotiation completely (Sebenius 2017). It is a measure that protects individual interest from
accepting unfavourable terms and conditions. Both John and Mary are good friends since their
childhood. Either they should mutually agree on their negotiation agreement for meeting their
needs and desire or they can independently walk away from the negotiation process. If it is found
that the criteria on which they have agreed to negotiate are not fair or not willing to cooperate
then, john might go to another film producer. In some instances, the quality of the outcome is not
met correctly or some other mishap arises then Mary can pitch her other indie film “Smile”
putting more effort and creating little suspense. John can go to some other film producer or he
can complete his “Meh Meh” book and then re-launch it and can earn money.

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References
Byrnes, R., & Lawrence, P. (2016). Bringing diplomacy into the classroom: Stimulating student
engagement through a simulated treaty negotiation. Legal Educ. Rev., 26, 19.
Hernández, D. M. G. (2019). Rethinking “compound elections” from an interest-based
negotiation approach. Pensamiento Jurídico, (49), 187-203.
Marsden, G.J. and Sebenius, J. K. (2017). BATNA s in Negotiation: Common Errors and Three
Kinds of “No”. Negotiation Journal, 33(2), 89-99.
Siedel, G.J., (2017). The Duty to Negotiate in Good Faith: Are BATNA Strategies
Legal. Berkeley Bus. LJ, 14, p.127.
Tremblay, J. F. (2016). From principled negotiation to interest-based bargaining. Universal
Journal of Industrial and Business Management, 4(2), 71-79.