BUS403: Negotiations and Conflict Management

Watch this video lecture on positional bargaining. The presenter cites Fisher and Ury, who argue that positional bargaining does not produce sustainable agreements and is an inefficient means of reaching win-win solutions. Pay attention to the "orange" example that explains the benefits of moving beyond the position to the issues of the conflict. In a case involving the parties' position on price, the price is the mutually accepted price (position), and negotiations are directed toward that goal.

The presenter highlights the limits of position bargaining, which results in a loss for one party. Notice that negotiators who know the other party's desires or needs have an advantage.