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Bargaining is a phenomenon that can be approached from a principled or positional approach. Stephen Covey and Franklin Covey (1998) focused on the environment centered on the perception of success and its framework asserting the viability of a win-win mentality in bargaining. He distinctively criticized all other approaches frames that presented an indefinite loss for one party in a bargain. Consequently, the positional approach considers that a bargain tends to be approached from a win-lose scenario where people are more concerned about their benefit than a mutual approach. The positional approach contradicts the authors’ assertion of developing win-win scenarios as it assumes that bargaining is done from the point of power. Therefore, the essay focuses on contrasting the positional and the principled negotiation models as they relate to the win-win paradigm.
Concurrently, principled bargaining is considered an objective and rationalized approach where parties are invested in identifying a fair standard or solution. Stephen Covey and Franklin Covey (1998) believed a bargain required establishing value in the outcome built on developing credibility and trust. The central premise was developing a relationship not built on compromise but creating an environment of communication, mutual learning, and real creativity (Covey, S. & Covey, F., 1998). From his model, self-awareness allows individuals to understand what a win is and objectively establish a harmonious relationship with others respecting each other. The principled approach contrasts as a functional resolution in a bargain developing a scenario where no expectations are breached or undermined.
Therefore, contrasting a positional approach against a principled approach gives an intricate outcome. The outcome presented is embedded in the authors’ assertion that anything less than a win-win is a loss for both parties, presenting that No Deal is a last resort in negotiation that is a principled approach where none of the parties have no expectations (Covey, S. & Covey, F.,1998). Overall, the message is that a principled approach is most effective, requiring a balance of emotional expectations to foster credibility and mutually preserved relationships.
Reference
Covey, S. R., & Covey, F. (1998). The 7 habits of highly effective people. [Workbook]. Franklin Covey.
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