Page 12 - Leadership Basics 9
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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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