The analysis of Negotiations Essay Example | Topics and Well Written Essays - 2000 words

The analysis of Negotiations - Essay Example Selecting a Model for Negotiation According to Cohen , â€Å"negotiation is a field of knowledge and endeavor that focuses on gaining the favor of people from whom we want things†. In other words, it is the use of information and power to affect behavior within a â€Å"web of tension.† When preparing for negotiations, it is best to guide the flow of our arguments and counter arguments by selecting a model for negotiation. In this case, let us take a look into the application of a mixed model of creating and claiming value. Creating and claiming value are considered as two of the most basic things when it comes to negotiation. However, some conflict analysts are inclined to believe that creating and claiming value are directly in contrast with each other. The tension between creating and claiming value stems for the fact that creating and claiming value have different objectives. Where creating value is directed at integrative bargaining where the interest of the parties are considered to increase the beneficial good that everyone can enjoy, claiming value is more into positional bargaining where the parties consider themselves as disputants and not as cooperators .