Download PDF by Ben Hoffman: Conflict, Power, Persuasion: Negotiating Effectively

By Ben Hoffman

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Example text

It can be a source of power and a beacon that guides and secures our outcome. It can also be misused, misunderstood, a source of weakness, and bad relations. Our approach to negotiation has been to clarify first for ourselves what our best alternative to a negotiated agreement would be and to try to determine what the other side's best alternative is. We do not want to commit ourselves to any agreement that is not better than what our best alternative is. We also have said that our approach to negotiation includes a conscious effort to identify the interests that we and they have, as distinct from the positions that are stated or raised in the negotiations.

And we may be able to come up with a very creative proposal that meets the unstated interests when otherwise we would have got stuck and frustrated by positional stances. When strong commitments to positions are stated we are being challenged to identify the interests and create solutions that move the negotiation forward. That is a sign of our commitment to the process and it helps build the relationship. It assumes that we believe that a negotiated outcome can be better than the best one we could obtain without dealing with these people.

The union negotiator who points out that a similar union of sheet metal workers got a benefits 30 A Negotiation Framework package in their negotiated agreement that included dental coverage, wants the management negotiator to be impressed by this. " This has got to be persuasive evidence! It is objective, and is outside the present discussions and personal involvement of both the union and management negotiator. It's a legitimate standard because it comes in such a similar case and was developed in a collective bargaining agreement just like the one here.

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