Negotiation Approaches: Competitive Positional-Based vs Problem Solving Interest-Based

Running Head: Business Communication 0
Business Communication
Negotiation Approaches
6/8/2018

Business Communication 1
Executive summary
In the following study a training programme is organised for the United Beverages Pty. Ltd.
by analysing the two approaches i.e. competitive positional-based approach and problem
solving interest based approach. The organisation wants to know the best approach between
both the aspects available and apply in the organisation for the effective results. The
competitive positional based approach states about a win and lose situation on the other hand
the problem solving interest based approach runs on the win-win basis. Both the approaches
are critically analysed in the below study and the best between is suggested.

Business Communication 2
Contents
Executive summary..................................................................................................................1
Introduction..............................................................................................................................3
Competitive positional based approach...................................................................................4
Characteristics of competitive positional based approach.....................................................4
Assumptions of competitive positional based approach........................................................5
Risk of competitive positional-based negotiation.................................................................5
Impact of competitive based negotiation approach on other people......................................6
Problem solving interest based negotiation.............................................................................7
Characteristics of problem solving interest based bargaining approach................................7
Assumption of problem solving interest based approach......................................................8
Risks underlying interest based bargaining approach...........................................................8
Impact of interest based negotiation approach on other parties.............................................9
Suggestions regarding effectiveness of one of the two approaches.....................................10
Conclusion..............................................................................................................................11
References..............................................................................................................................12

Business Communication 3
Introduction
The following study is based on research of two contrasting approaches problem solving
interest based negotiation and competitive positional-based negotiation. It is study of training
need analysis of United Beverages Pty. Ltd. which is a large sales organisation and beverage
company. In the below study the competitive positional based approach and problem solving
interest based negotiation are critically explained. The aim of the company is to develop the
organisation with training and conduct negotiation training approaches. The company aims at
contrast and comparison of the two approaches and recommend the effective one for its
training programme.