October 4, 2013

Mnookin, Ury, and Patton on President Obama’s negotiating tactics this week

By Cynthia Alkon

NPR ran this story today: Shutdown Showdown: Assessing Obama’s Negotiating Tactics

Last 5 posts by Cynthia Alkon

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Comments

  • Sean Brown says:

    In my opinion, this article reveals that both negotiators are using a competing style of negotiation. Furthermore, it is evident that both negotiators have a zero-sum bias, in which they think that this is only a win-loss issue. As a result of this purely distributive type of negotiating, they are clearly missing opportunities for value-creating settlements. Additionally, I think this article presents a solution for the negotiators, bridging. It is clear the both sides need to put less focus on their positions, focus on each other’s interests, and find a new solution. Then, both negotiators can use a more collaborative style and think of this situation as a potential win-win. If not, no one wins and the whole country loses.

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