Cooperative negotiation refers to the style in which the bargaining process tends to be inclined to the production of a more ubiquitous and is often seen as the most appropriate in handling the cases involving the representatives from sovereign states. The type of negotiation usually begins from the foundation that both the parties have an interest in reaching an agreeable point in the discussion forum. The parties are thus in a position to provide proposals that the other party would feel comfortable and therefore agree on the same spirit to help in building cohesion between the two (Roberts, 2018). This gesture implies that each member in the negotiation table has the interest of satisfying the other party in the process.
For one to succeed in this type of negotiation process there does the need to employ three significant components that would help in creating a bridging mechanism of the gaps exist in the negotiation table? First, it is substantial to underscore the fact that concessions are important in this negotiation style as they help one party to understand what aspects of the bargain could be impossible for them. Once a party acknowledges the same, they will then find a cooperative effort to seek a solution that would be acceptable and attractive to all the parties therein. Another component, in this case, is the position of the parties in the agreement whereby it is important for one party to understand the interests of the other party (Kugler et al., 2018). In this case, it is also significant to note the bottom line of the other party in the negotiation process. Once one party knows and understands the bottom edge of the other party, and then it would be easier for them to get the idea of how close they are to the bottom line and thus feel the need to include the other elements that would act as incentives toward an agreement to a common goal.
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At some point, it is the interest of the one party to give much to the other side of the bargain in the negotiation process to provide them with a powerful incentive to conclude the process in an amicable manner. This component helps in giving the parties the exact materials and resources needed to reach a consensus. Finally, the element of concession rate may sound unimportant to some form of discussion, but there is the need to come up with a premium on the process of understanding to help in the building of the same points that have different values for the separate sides of the bargain (Roberts, 2018). Such conditions would help in the finding of the additional solutions that would be used to satisfy the parties under the agreement.
Cooperative and competitive negotiation styles differ in some ways in that in the cooperative negotiation style, and the process is driven by the concept of increased net gain for both the parties involved. The resources are thus divided as if the funds were always expanding from both sides of the bargain. Therefore, the advantage of the negotiation process is attained when the resources are seen and thus shared in equal measures (Bouwman, 2018). For example, the skilled negotiators primarily focus on the interest in facilitating an accurate means of information exchange and also in building trust between the parties.
On the contrary, competitive negotiation is driven by the availability of the resources that are in limited supply. Therefore, the negotiating advantage is often gained whenever the funds are divided so that there is no space left for strength for the opposing team (Carraro, 2018). For example, in a skilled competitive negotiation, there is the focus on the interest of achieving a bargaining position thereby creating a bottom line to the other party.
References
Bouwman, R. (2018). Public Sector Negotiations. In The Palgrave Handbook of Public Administration and Management in Europe (pp. 497-514). Palgrave Macmillan, London.
Carraro, C. (2018). DP12627 A bottom-up, non-cooperative approach to climate change control: Assessment and comparison of Nationally Determined Contributions (NDCs).
Kugler, K. G., Reif, J. A., Kaschner, T., & Brodbeck, F. C. (2018). Gender differences in the initiation of negotiations: A meta-analysis. Psychological bulletin , 144 (2), 198.
Roberts, K. (2018). Does collaborative bargaining make a difference in nursing agreements. Members-only Library .
