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easy to see how bargaining over positions strains and sometimes shatters
the relationship between the parties.
As important as positions may appear to be initially in the negotiation
process, it is important not to become fixed on them. This will only lead to
a confrontation. Someone will win, someone will lose; or both will lose.
Cooperation vs Competition
If the ultimate concern in the negotiation is on improving the relationship
of the parties, clearly the focus of the process should be on addressing
interests rather than positions. This is more likely if there is a cooperative
spirit in the negotiation process. This is also easier said than done!
Negotiators must manage the inescapable tension between cooperative
moves to improve everyone's situation, and competitive moves that are
based primarily on positions and self-interest (see Figure 12).
Figure 12: Cooperative vs. Competitive Negotiation
David Kolzow 178
