Analysis and Solutions
How to separate people from the problem
The shopping manager and Fashion Hub could have been separated from the disagreement problem by prioritizing the friendship relationship. However, positional bargaining compromised the negotiation. The relationship is often compromised when each negation party limits its reasoning to faults of the other party and merits of its case (Fisher, Ury, & Patton, 2011). Both parties perceived each other’s perspective as selfish and as disregard to the relationship. We thought that the management was insensitive and cared less about a long-term business relationship. I had heard of other shopping center managements that had shown empathy to the tenants by subsidizing rents, and I wondered why our case was different. On the other hand, the management thought our company withheld financial reports for selfish interests and enjoyed hidden benefits. If both parties had been flexible in their perceptions, the negotiation would have promoted a long-term relationship. We should have also made our proposal consistent with corporate social responsibility values to sound more reasonable to the management. I think the administration would have been more considerate if we had linked our argument with social responsibility values. Phrasing substance in a manner that emphasizes the fairness aspect makes it easier for the other party to understand an alternative perspective’s rationality (Fisher, Ury, & Patton, 2011). The management would have liked the idea of building its reputation as a corporation that promotes ethical practice. This is in accordance with the face-saving approach whereby an agreement is based on aspects of the negotiator’s image and values (Fisher, Ury, & Patton, 2011). We would have also separated people from the problem by speaking about ourselves and not about the building management. We focused on the management and accused them of being insensitive, making them defensive. They, therefore, responded to justify their actions and not get to a middle ground. According to Fisher, Ury, and Patton (2011), focusing on the other party and telling them about something they disagree with tends to get them emotional. They may, therefore, not care about the other side’s concerns (Fisher, Ury, & Patton, 2011). Also, a study revealed that emotions could influence a negotiation’s outcomes (Olekalns & Druckman, 2014). A negotiator should, therefore, focus on the problems and not the other party.
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