Students of interest bargaining understand that this is somehow a more complex approach because people cannot visualize other alternatives than those provided by the positional bargaining approaches. How is this approach different from the positional bargaining? What is so critical about this type of approach, and what are the benefits?

Question

What will be an ideal response?

Answer 1

Responses need to begin defining what positional bargaining is and its main characteristics, distinguishing from those describing the interest bargaining. Responses then need talk about the this approach looks at satisfying mutual interests and that as a result the agreement should enhance the relationship between the parties to the negotiation. Finally, responses should include part or all of the principles associated with interest bargaining—share information, focus on issues, focus on present and future, on underlying interests, focus on mutual interests, and evaluation of options.