United Approach to Negotiation

United Approach to negotiation 1
United Approach to negotiation

United approach to negotiation 2
Executive Summary:
Negotiation is considered as the communication process in which an attempt is made by the
individual for the purpose of influencing another person to make decision in the favor of person.
Negotiations can be done either on the situations or things that are tangible in nature. This paper
defines the two types of approaches that are positional bargaining and interest based bargaining.
This paper supports the interest based bargaining system because this approach supports the win-
win situation.

United approach to negotiation 3
Contents
Executive Summary:....................................................................................................................................2
Introduction:...............................................................................................................................................4
Characteristics related to each approach:...................................................................................................4
Positional bargaining:..............................................................................................................................4
Interest based bargaining:.......................................................................................................................5
Assumptions related to the approaches:.....................................................................................................6
Positional bargaining:..............................................................................................................................6
Interest based bargaining:.......................................................................................................................6
Risk related to the approaches:...................................................................................................................6
Positional bargaining:..............................................................................................................................6
Interest based bargaining:.......................................................................................................................7
Impact on relationships of each approach:.................................................................................................7
Positional bargaining:..............................................................................................................................7
Interest based bargaining:.......................................................................................................................7
Results:........................................................................................................................................................8
Conclusion:..................................................................................................................................................8
References:..................................................................................................................................................9