The ＂win/win＂ negotiator's approach
During the early part of the twentieth century, academics such as mary parker follett developed ideas suggesting that agreement often can be reached if parties look not at their stated positions but rather at their underlying interests and requirements to reach a decision that benefits both parties.during the 1960s, gerard i. nierenberg recognized the role of negotiation in resolving disputes in personal, business and international relations. he published the art of negotiating, where he states that the philosophies of the negotiators determine the direction a negotiation takes. his everybody wins philosophy assures that all parties benefit from the negotiation process which also produces more successful outcomes than the adversarial “winner takes all” approach.
in the 1970s, practitioners and researchers began to develop win-win approaches to negotiation. win-win is taken from economic game theory, and has been adopted by north american negotiation academics loosely to mean principled negotiation. getting to yes was published by roger fisher and william ury as part of the harvard negotiation project. the book's approach, referred to as principled negotiation, is also sometimes called mutual gains bargaining. the mutual gains approach has been effectively applied in environmental situations （see lawrence susskind and adil najam） as well as labor relations where the parties （e.g. management and a labor union） frame the negotiation as “problem solving”. if multiple issues are discussed, differences in the parties' preferences make win-win negotiation possible. for example, in a labor negotiation, the union might prefer job security over wage gains. if the employers have opposite preferences, a trade is possible that is beneficial to both parties. such a negotiation is therefore not an adversarial zero-sum game.
there are a tremendous number of other scholars who have contributed to the field of negotiation, including gerard e. watzke at tulane university, sara cobb at george mason university, len riskin at the university of missouri, howard raiffa at harvard, robert mckersie and lawrence susskind at mit, and adil najam and jeswald salacuse at the fletcher school of law and diplomacy.
最新Negotiation:
職場英語：End of Negotiations
職場英語：Women as Negotiators
職場英語：Language of a Negotiation
【The ＂win/win＂ negotiator's approach】相關文章：
Win7清除Win10更新安裝包的方法10-12
win7怎么安裝字體10-11
win7如何優化系統10-10
win怎么修改開機動畫10-10
聯想筆記本Win8系統降級Win7方法10-08
win7系統怎么發布網站10-12
Win10系統的優化技巧10-12
如何快速玩轉Win8系統10-11
Win8系統入門操作技巧10-11
win10怎么查看電池損耗10-11