Negotiation Overview: Theories Applied the Term Paper

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These goals were both content and identity-based for both sides, with remuneration and fiscal capabilities making up the motivation on both sides of the table along with a need to assert certain rights and expectations that existed on both sides, as well. The face-saving aspects of the deals that were worked out presented themselves initially as a major potential problem, but ultimately the content-based goals were of greater interest to both parties despite earlier posturing. Had this been openly acknowledged and recognized earlier on, which might have occurred with a greater aggressiveness on the part of the city's negotiators, the negotiation would have been far less time consuming and ultimately more efficient. This increased efficiency, of course, has benefits for both parties in the negotiations.

There were also other areas in which the city's negotiating team could have performed more effectively to arrive at the mutually acceptable contract terms in a much shorter order. A greater use of persuasive tactics despite the brashness and extremity of the union's early demands would most likely have led to much quicker resolution of certain key negotiating areas; as Aristotle noted about persuasion millennia ago, it must take into account both logical reasoning and human emotional tendencies and irrationalities, and this is something that the city negotiators failed to do. The initial list of demands form the union team was so outrageous that it should not have been responded to as a purely logical and straightforward offer, but rather the union negotiators should have been questioned as to their actual intents and the purpose behind an offer that they knew would be outrageously unacceptable.

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If this matter was dealt with in a direct and tactful manner, there would have been little damage done by bringing it directly into the light of negotiations, and the increased efficiency of direct persuasion on logical grounds would have been useful.

Overall, this exercise demonstrated quite clearly how human motivations, emotions, and values are an inherent part of the negotiating process. Rather than simply using direct and logical means, personalities and face-saving measures must be considered, as well. In the future, this assignment could possibly be improved by suggesting certain personality traits that would serve as impediments, requiring more creative and intensive negotiating tactics......

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