Negotiating: Forcing vs Compromising -

Home
>
Negotiation
>
Negotiating: Forcing vs Compromising

Negotiating: Forcing vs Compromising

Forcing is a hard-nosed approach that makes heavy demands from the outset. Emotions are displayed frequently, few concessions are made, and the bottom line may be concealed. This technique is used when the other side is determined to make you lose, or in one-shot deals. One advantage of this approach is that it normally uses less time than other approaches and leads to total victory if you have more power than the other side. The disadvantage of forcing is that it can lead to stalemate if the other side uses the same approach. The other side can also become resentful and vengeful.

The forcing approach to negotiating places value solely on the substance of negotiations rather than the relationship between the parties. A forcing negotiator would be pleased if he or she won 100% of the issues, even if the relationship between the parties was irreversibly damaged or even destroyed. This approach has limited use within organizations. It is foolish and dangerous to burn bridges with anyone with whom you work. Perhaps if you are negotiating with a person you'll never deal with again (e.g., a used car salesperson) you might want to experiment with the forcing approach. Otherwise, this isolating type of negotiation is not relevant for most managers.

In the compromising approach, both negotiators start with exaggerated demands and then slowly work their way toward some middle position. The parties are concerned only with their own needs, and they may also stereotype and malign each other. Compromising is used when the parties are interdependent and continued dispute would be more costly than agreement. The benefits of compromising are that it is a natural style for most people, and it appears to be quite fair as both sides win and lose. The drawback of compromising is that it can lead to extreme initial positions as both sides anticipate splitting the difference, therefore yielding agreements about which neither side is really happy.

Copyright AE Schwartz & Associates All rights reserved. For additional presentation materials and resources: ReadySetPresent and for a Free listing as a Trainer, Consultant, Speaker, Vendor/Organization: TrainingConsortium

CEO, A.E. Schwartz & Associates, Boston, MA., a comprehensive organization which offers over 40 skills based management training programs. Mr. Schwartz conducts over 150 programs annually for clients in industry, research, technology, government, Fortune 100/500 companies, and nonprofit organizations worldwide. He is often found at conferences as a key note presenter and/or facilitator. His style is fast-paced, participatory, practical, and humorous. He has authored over 65 books and products, and taught/lectured at over a dozen colleges and universities throughout the United States.

In The News:

Developer, town in negotiation
Boston Globe, United States - 7 hours ago
While the July negotiating sessions may avoid a legal battle on that front, at least some court action is still inevitable. A handful of residents who abut ...

BBC News
China lacks commitment in negotiation process: Tibet
Khabrein.info, India - 5 hours ago
... expressed disappointment by the outcome of the latest round of talks with China and charged Beijing with being insincere in the negotiation process. ...
HISTORIC LEHIGH VALLEY VISIT Dalai Lama will come to Bethlehem as ... Allentown Morning Call
choice for Dalai Lama Xinhua
all 1,904 news articles

BBC News
Israel, Hamas Truce Breaks Down, Prisoner Exchange Negotiation Stalled
AHN - Jul 4, 2008
Gaza's Islamic Hamas rulers responded by suspending negotiations to free a long-captive Israeli soldier. The June 19 truce has been shaky from the beginning ...
Hamas suspends Schalit talks over Israeli 'truce violations' Jerusalem Post
This Week In Palestine – Week 27 2008 International Middle East Media Center
Don't Punish Hamas Asharq Alawsat
all 1,856 news articles

ABC News
Zimbabwe run-off no basis for negotiation -Nigeria
Reuters South Africa, South Africa - Jul 4, 2008
"We are looking for a diplomatic solution so that the parties involved will go back to the negotiating table." Mugabe's supporters have questioned the right ...
Video: African union calls for unity in Zimbabwe ReutersVideo
African leaders divided over Mugabe Mail & Guardian Online
Supporters hail Mugabe on return from summit AFP
Independent - International Herald Tribuneall 5,888 news articles

Reality in Real Estate: Home pricing negotiation blunders
9NEWS.com, CO - 16 hours ago
Real estate expert Petur Workman said on 9NEWS Saturday morning you should make sure you understand the seller. Also, not doing your homework can get you ...

Not by Fighting Alone
Dar Al-Hayat, Lebanon - 10 hours ago
Suddenly, negotiation became an acceptable approach of dealing among the parties to the conflict who are now discovering that this approach, ...

Central School sale mired in price negotiation
Tasley Eastern Shore News, VA - Jul 5, 2008
By Carol Vaughn • Staff writer • July 5, 2008 PAINTER -- The sale of Central High School to a New York furniture designer is still pending nearly a year ...

American Israeli Paper Mills Ltd: Negotiation for the Acquisition ...
FOXBusiness - Jul 2, 2008
There can be no assurance that an agreement can be reached, but if the negotiations mature, the transaction will be brought to the approval of the Company's ...
American Israeli Paper in talks to up Carmel stake Reuters
all 10 news articles

Radio Festival 2008: industry heading for tough music rights ...
guardian.co.uk, UK - Jul 1, 2008
Behind all this is a looming negotiation that will be vital to the future health of both industries. The performing rights societies are looking to ...

Syrian FM:Current talks with Israel preparatory to direct negotiation
Xinhua, China - Jun 30, 2008
"As in any negotiating process there are ups and downs ... the important thing is to keep the two sides involved in these talks until reaching this base," ...

negotiation - Google News