Business NEGOTIATIONS (200-250 Words per Question Requested)
Why might a negotiator want to separate the value creation and distribution phases when negotiating? What advantages and disadvantages does this approach offer, whether psychologically or in other strategic ways? Give an example from at least one negotiation you've carried out in the course.
In principle, the negotiator would prefer to separate and differentiate value creation from benefit allocation because that allows the parties maximum latitude and flexibility in setting out their respective interests and objectives. By definition, the distribution phase occurs subsequent to and substantially as a direct function of the respective interests of the parties. If distribution were to precede value creation, the proposed distributions could very likely fail to reflect the interests of the parties and could leave both parties in less desirable situations than they could have achieved through the process of first having articulated their respective objectives. Another fundamental psychological and strategic reason that distribution should follow the value creation phase is that the value creation phase allows both parties the opportunity to articulate the objective justifications for their respective claims or demands. Sometimes, this process reduces resistance of adversarial parties because it helps them understand the rationale for one another's demands and negotiating positions.
The Redstone case illustrates this...
Breaking Robert's Rules (BRR), Susskind emphasizes the value that a good facilitator can add in helping a group reach the best possible outcomes using the consensus-based approach. Looking back at the Bullard or Harborco negotiation, how might a neutral facilitator have added value? A neutral facilitator would have better able to ascertain the desires of both sides of the argument. The consensus based approach is most prominent when both sides
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