Whereas the 'Interest' Refers to the Why Term Paper

Open, View, and/or
Download this Document

Total Length: 784 words ( 3 double-spaced pages)

Total Sources: 0

Page 1 of 3

whereas the 'interest' refers to the why of the situation: why someone acts the way he or she did. A skilled negotiator attempts to uncover, understand, and address the interest behind the other's position in order to get at the root of the issue. At the same time, it will help him to distinguish between his own 'interest' and 'position' so that he understands why he wants what he does. Distinguishing enhances his negotiating skills.

Fisher and Ury mention four obstacles to generating creative problem solving options: (1) arriving at a decision too early -- being too reckless and failing to consider options; (2) trying so hard to find a simple single answer that one narrows possibilities (3) defining the problem in win-lose terms (rather than in win-win to both parties); (4) placing the onus on finding a solution to the other party.

In all four instances, lack of taking the time to generate options has led into the impasse. They advocate: (1) both inventing and separating options; (2)

Taking the time to create as many options as possible rather than generating a single solution; (3) generate options that help win-win; and (4) look for options that make decisions easy.

Options make it more possible that both parties will find some effective solution that pleases either side.

3.

Stuck Writing Your "Whereas the 'Interest' Refers to the Why" Term Paper?

View All Our Example Whereas the 'Interest' Refers to the Why Term Paper

Have A Custom Example Essay Written

BATNA was a term coined by Roger Fisher and William Ury in, Getting to Yes. It is the situation that stands in for the best you can do when the other party refuses to negotiate with you and tells you to 'get lost." If worst occurs and this happens, Fisher and Ury have outlined a three step proposal: develop a list of actions to take if negotiation is stall-mated (for instance if the party refuses to lower his price); choose the most promising ideas and convert them into practical options (you may decide it still worth your while to do business with him); tentatively select the choice that seems best to you (go ahead -- do business with him but do so in a hesitant manner with conditions).

The more attractive you're BATNA, the more power you have in the negotiation, and the reverse is the case too.

4. The first type would be trying to uncover the underlying issue behind both parties' position and seeking to address that (both the interests….....

Show More ⇣

     Open the full completed essay and source list


OR

     Order a one-of-a-kind custom essay on this topic


sample essay writing service

Cite This Resource:

Latest APA Format (6th edition)

Copy Reference
"Whereas The 'Interest' Refers To The Why" (2012, October 03) Retrieved July 4, 2025, from
https://www.aceyourpaper.com/essays/whereas-interest-refers-108442

Latest MLA Format (8th edition)

Copy Reference
"Whereas The 'Interest' Refers To The Why" 03 October 2012. Web.4 July. 2025. <
https://www.aceyourpaper.com/essays/whereas-interest-refers-108442>

Latest Chicago Format (16th edition)

Copy Reference
"Whereas The 'Interest' Refers To The Why", 03 October 2012, Accessed.4 July. 2025,
https://www.aceyourpaper.com/essays/whereas-interest-refers-108442
   

Open, View, and/or
Download this Document
order custom essay example