How to Stop Fighting Step #5 Effective Negotiation

Option A. Convince your partner to go to Florida.

This approach is called "positional bargaining."

Each side takes one position and they argue for it.

They may even start with a position more extreme than what they really want, so they have some negotiating room.

So, if a positional bargainer really wanted to go to Florida, he might first suggest that he and his partner go to Hawaii for the extreme position. Then when his partner balks, he could "back down" to Florida and appear more reasonable!

Advantages and disadvantages:

Disadvantages:

• Positional bargaining narrows the options. The only way for one side to win is for the other to lose.
• Or, you can try to compromise, but that may not satisfy either side.
• In that case, a settlement may not be reached at all.
• Positional bargaining can get rather adversarial. As each side argues more and more strongly for their position, they may get frustrated or angry at the intransigence of the other.
• This can lead to the deterioration of the relationship.

Advantages:

• Positional bargaining keeps the focus of the negotiation narrow. If you broaden it out to include other interests, it can get "messier."
• This is the approach most people know and usually start with.