The Negotiator’s Dilemma

Sometimes when parties negotiate, they are fixed in their position. In this positional approach, parties treat conflict as a contest of wills; an integrative approach is a more cooperative, open dialogue between parties. A negotiator’s dilemma is the choice one must make to produce a successful negotiation. Research the negotiator’s dilemma further and discuss the following:

• Share a scenario or a personal experience and present a negotiator’s dilemma to the situation.
• Compare the advantages and disadvantages of different approaches to reach a resolution.
• Share the approach you might adopt and explain your reasoning.

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