Key Elements Of Collaborative Negotiation

Characteristics

Collaborative negotiations unlike competitive negotiations focus on commonalities rather than differences between parties (Lewicki et al. 2002). It also addresses desires and interests of these parties not their positions. Furthermore, there is free flow of information and ideas between the parties and it develops concepts that ensure mutual gain between parties involved. For instance, skilled cooperative negotiators tend to focus on building trust and facilitating a thorough and accurate exchange of information (Morse 2014).

Key elements of a successful collaborative negotiation

According to Lewicki et al. (2002) four major processes are central to achieving a successful collaborative negotiation. Similarly, Roger Fisher of the Harvard Negotiation Project, developed a seven-element framework for understanding and analyzing negotiation which is particularly oriented to collaborative negotiation. This seven-element framework are interests, legitimacy, relationship, alternatives, options, commitments, and communication. Due to considerable overlaps in the two frameworks mentioned above, this essay will synthesize both frameworks to evaluate key elements of a successful collaborative negotiation.

Interests

They must also understand the meaning they each attach to their proclamations and hopefully interpret the facts in the same way (Lewicki et al. 2002). For instance, in a buyer-supplier relationship where both parties have different terms and conditions for the same contract. It is therefore important, that both parties communicate this clearly so as to avoid a situation where a breach of contract might occur when a party realizes and believes the conditions set are not achievable. Similarly, sending conflicting messages in collaborative negotiations can mislead the other party and confuse or threaten