Page 12 - Mini-Module 2

Positional Negotiation

100% of “A’s” Demands
A

Distributive Axis

0 100% of “B’s” Demands
B

Positional negotiators (or bargainers) attempt to solve a problem by
starting with their preferred solution. Party ‘A’ will propose a solution
(make an offer) and then will try to convince the other party or parties
that their offer is the best of all possible solutions.

In the diagram, the negotiation position shifts along the distributive
axis, if A is the better negotiator the final agreement will be closer to
Point A, if B is the better negotiator, then the final agreement will be
closer to point B.

The objectives of a positional negotiator includes:
● winning (getting their own way),
● if they can't get their own way, then to maximise the benefit to
themselves,
● to accept a compromise situation, while settling for as little below their
initial demand as possible,
● while at all times giving in less than the other parties have to.

The following steps may help in becoming better at positional
negotiation.
The purpose of this type of bargaining process is to begin with your
preferred solution, then try to convince the other party or parties (your
staff) that your solution is the best of all possible solutions. The goal is
to get staff to accept your position and do as you want.

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