Question

What are two approaches that can be used to generate alternative solutions in a negotiation that may have been stalled? Compare and contrast the approaches in their abilities to get the negotiation back on track.

Answer 1

The two approaches to generate alternative solutions in a negotiation that may have been stalled are competitive approach and cooperative approach. The competitive or position based negotiation is where both parties try to win the negotiation without considering the other party's interests. The focus is on self returns and interests even if the results harm the other party in any way. It encourages wrong acts like mistrust and fraud for the sake of attaining a position in the negotiation of winning. In the cooperative or interest-based negotiation, the parties look for a mutually agreeable situation. It is an approach where each sees that the interests of others are also considered in the deal. The gain of one party is not at the cost of other party and focus is made on common interests and gains.

The two approaches can be used in different scenarios depending on the negotiation and the desirable results. Though the cooperative approach is more amicable and positive but is not always possible in the real world. There are certain negotiations which can end up by both parties bargaining on their own interests and finally one of them able to achieve it. In a competitive approach, the negotiators give less information and get more from the other party. They create strategies to ask more questions and get more information. The offers they make are less generous or open. They do not agree on any conditions or requests easily. The communication they use is distorted and with concealed feelings. They prepare alternative strategies which will all aim to bring the negotiation in their favour.

In a cooperative negotiation where both the parties are content and in a win-win position and the interests of both are considered. The parties engage in open and reasonable communication, they work more on common interests and eliminate the points that result in any one's interests only. They provide accurately and enough information to each other for coming to better results. They select alternatives also which are based on mutual acceptability and quality. They build trust in each other such that the solution coming from one is accepted by others. They listen attentively and show patience and balance in their attitude towards others.