2. Many negotiations appear to lend themselves to only distributive, fixed-pie o

Question

2. Many negotiations appear to lend themselves to only distributive, fixed-pie outcomes. For example, when buying a house or a car, negotiations often seem limited to discussions of price alone. What other situations do you think offer limited fixed-pie outcomes? Thinking a little deeper, what are some underlying needs and interests involved with these situations that can be explored? How can you convert these situations into discussions about satisfying mutual interests and achieving mutual gains?

Explanation / Answer

Answer: The other situations are like purchase of holiday package, used equipment and so on. In such situations the buyers tries to get the best value deal while the seller attempts to get maximum value for these assets. The other underlying needs and interests involved in such situations like for a particular product or service like some personal may have a special interest in a particular brand or vintage of a car or a particular location for a house. These preferences and needs can be used for supporting the deal and to create a win -win situation. For example if a buyer considers a selling price of a house too high then the additional needs and interests like location of a house can be used as a logic to convince that the rates are justified.

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