Collaborative or Prinicpled Negotiation

Principled Negotiation : The Value of Trust

Fukuyuma (1995 ) defined trust as a form of Social Capital ' The continuous presence of trust in a society or even in particular locations within it makes this social capital possible . It can be exemplified in the most basic and smallest social group like the family and up to the largest ones like the nations (Herzog , 2001 . This concept of trust is not only observed in terms of people 's deep relationship with each other but it also plays a vital role in the profit-oriented world of

business . Contrary to the usual belief that it is a cut-throat industry , the principle of trust is highly important in to bring success in a particular business that involves the partnership of two or multiple parties

The value of trust is greatly realized in three principles namely separating the people from the problem , focusing on interests not positions , and generating options for mutual gains . The first principle of separating the people from the problem is in need of the idea of trust in for it to become possible . In the process of negotiation two important parts exist , the substance of the negotiation and the relationship of the people involved . When a problem arises it is very important that the parties involved should not confuse their relationship dilemma with the substance of the negotiation . The best thing to do is to talked about the problem by expressing what they feel and asking the others intention in doing such action . In doing so , it involves a lot of trust because the parties have to share sensitive and strategic information . Information that if divulge to someone you don 't have faith with could be used for their personal gain and eventually disadvantageous for the state of the company . However , an open communication of parties could bring immediate solution to their relationship issues that will aid them to focus on the real substance of the negotiation (Stahl , 2000

The second principle is the idea of focusing on the interests and not on positions . The interest is the intention in entering a negotiation while position is the choice one makes among alternatives . Often times in the process of negotiation a party tend to focus more on the position or their desired outcome that they forgot to maximize their options in to fully address their interests . Having a pre-established position limits their options because they are too occupied in getting this desired outcome that they failed to realize that there are several options within their interests (Stahl , 2000

One way of fully realizing the benefits that could be gained from negotiations is by building a standard negotiation process . This means could only take place if each party underlying interests would be shared and analyzed by each other . It is only through the existence of trust among them could this be possible . Knowing these interests could help them brainstorm for new ideas in the deal that they are entering as well as...