Negotiation serves various purposes including maximizing profit, preserving relationships, resolving disputes, and fostering collaboration. The A/B/C framework clarifies negotiation objectives: A for Allocate resources, B for Build a bigger pie, and C for Control conflict. Recognizing these functions aids negotiators in determining whether to claim value, create value, or mediate conflict. Distributive negotiation focuses on claiming a fair share of fixed resources while BATNA management strengthens one’s leverage. Understanding these principles empowers negotiators to select appropriate strategies for effective negotiation outcomes.
A negotiation's purpose often includes maximizing profit, preserving relationships, resolving disputes, and fostering collaboration, highlighting its pervasive yet complex nature.
The A/B/C framework helps clarify negotiation objectives: A for Allocating resources, B for Building a bigger pie, C for Controlling conflict.
Distributive negotiation, akin to a zero-sum game, focuses on claiming one's fair share of fixed resources, emphasizing strategies like BATNA management.
Understanding whether to claim value, create value, or mediate conflict in negotiations empowers negotiators to choose the right tactics.
#negotiation-techniques #abc-framework #distributive-negotiation #batna-management #conflict-resolution
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