Negotiating in a three-dimensional world - Essay Example

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Negotiating in a three-dimensional world

Haggling is one of the most common types of negotiation in everyday business transactions. The aim of negotiation is mainly to establish a middle-ground with which either party is comfortable and contented. For a long time, people have always seen negotiation as a social theory that requires only skills and tactics during the round table meeting. However, modern day negotiators are using the revolutionary process of negotiation referred to as the 3-dimensional negotiation. This paper seeks to explain the elements of three dimensional negotiations as explained by Lax and Sebenius (2006). According to lax and Sebenius (2006), negotiation is not effective if given the usual one dimension style. They argue that traditionally, negotiations entailed the use of tactics to either gain the advantage under the topic of conflict or have such benefit distributed among the concerned parties. The usual one dimensional approach to negotiations sought either a win-win result or a win-lose outcome. However, practically speaking, such outcomes could only create more conflict where the parties to the clash were more than two. Lax and Sebenius (2006) explain that one-dimensional approaches only stimulate more conflict and yield unsatisfactory deals. Much like a gambling game, one-dimensional techniques are not appropriate where the other party is the holder of all the cards. ...Show more

Summary

3 – Dimensional Negotiations Insert Class, Semester Institution Instructor Date Arguably, negotiation is one of the most common methods of dispute resolution. The assumption that negotiation is a concept that is only useful in a conflict solving environment is a serious misconception…
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