Invent Options For Mutual Gain

983 WordsNov 10, 20144 Pages
Question 2. Invent Options for Mutual Gain Provide an understanding of the principle, “Invent Options for Mutual Gain,” and its application toward achieve mutual gain settlements. Once the negotiator has understood the other party’s interests, the negotiation however, might come to stalemate if neither side will settle on an agreement. Fisher & Ury (1983) state that people tend to draw unfounded inferences from their positions. Again, people tend to focus on the – WHO gets what or either/or choices – and egos become involved in substantive positions. To address these issues, Fisher and Ury (1983) once more, suggest inventing options for mutual, they write “skill at invention options in one of the most useful assets a negotiator can have” (p. 56). However, before taking the first step of inventing option for mutual gain, Fisher & Ury (1983) state that the negotiator must overcome “four major obstacles that inhibit the inventing” of multiple options (p. 57). As negotiators, we must be aware of the following: (1) premature judgment; (2) searching for the single answer; (3) the assumption of a fixed pie; and (4) thinking that “solving their problem is their problem” (p. 57). Premature judgment, according to Fisher & Ury (1983) is the phase when we as people fear that by inventing options we will disclose some piece of information that will jeopardize our bargaining position. Judgment therefore, hinders imagination (p. 58). Searching for a single answer then, is the
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