The Art of Negotiation, Positional vs Interest-Based Bargaining

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What is it, this negotiation?

What is at stake some may ask. Basically everything, we negotiate every day, knowingly or not. Be it about the added sugar in your coffee, whether you can borrow a buck from your friends, or if someone can lend you a pen. Negotiation encompasses all of that.

Negotiation can also act as a form of conflict resolution; it can involve striking deals, working things out with one or more parties. Negotiation is an integral part of everyday life. Negotiation occurs in business, non-profit organizations, and government branches, legal proceedings, among nations and in personal situations such as marriage, divorce, and parenting.

In its basic form negotiation has two distinct strategies, these being the advocate’s approach and the win-win negotiator's approach. From these then we have additional strategies. One strategy is interest-based (or integrative, or cooperative) bargaining, while the other is positional (or distributive or competitive) bargaining.

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