In last class we discussed the article Three Approaches to Resolving Disputes. There also was a live performance of one of the examples in the article. The example was two people are fighting over their last orange. What should they do. The author goes on to discuss what the right and sensible option is. A normal person might think that the orange should be cut in half and shared with the two, even though that answer may make sense until you figure out what the two need the orange for. One just wants the rind to add to his cake while the other just wants the orange to make juice. Looking at the interests shows how each person can be satisfied and how the solution can turn into a win/win.
The author goes on discuss three ways to resolve disputes. You look at a problem to see who has the most power, who is right, and what are the interests of the parties. Looking to see who has the most power can be tricky like the example with the foreman and his employee. If you try to determine who has the rights, you often can see each party has the right for whatever like the example with Egypt and Israel. It is often best to look at the parties interests. If base your solution around the interests than the different parties involved are more likely to be satisfied with the solution.
I definitely agree with the fact that as people negotiating we need to look past powers and right and see the underlying interests involved. People focus too much on who is right and wrong that they do not see it does not matter who is right and wrong only how both will get what they need. Countries like Egypt and Israel are perfect examples of countries that should hate each other and hold grudges but that saw the interests and were able to make a deal that both found appealing.
ReplyDeleteAlthough looking at interests seems to be the most effective way to resolve conflict; I have to argue that power is equally important. Power is an important part of any relationship. Any two people coming together to negotiate are forming a relationship, usually a very brief one but they are forming one because of interaction. Power is an important part because it's usually the person with the most power who can suggest the path that the negotiation will take, for example suggesting the pair look at interests rather than keeping their interests to themselves.
ReplyDeleteI think I would agree with Karli, that power has some sort of impact on negotiating as well. Most negotiations within companies are between the higher executive positions of each of the parties. However, I still believe that interest is by far the best option to choose when negotiating. Looking past the positions and job titles, interests can be dealt with and handled better because each person is not going to feel personally attacked. I think it is so interesting how such behaviors can alter a desired outcome
ReplyDelete