Positional negotiations are a characteristic method of conducting conversations. They consist in starting conversations by presenting starting positions, i.e. those that set maximum expectations. Then, through negotiation talks, the parties bargain by knocking down the previously given proposals. This type of negotiation is usually used in the case of uncomplicated contracts and is usually observed in seller-buyer relations. The goal of activities in positional negotiations is to get the greatest benefit for yourself.

In positional negotiations, there is a certain scheme of actions that determine the next steps of conducting talks. They do not always end with the conclusion of a contract. It happens that none of the parties gives way and the negotiations are broken.

The course of positional negotiations is as follows:

• Proposal – a proposal made by a party that is usually overstated or even extreme for page 2

• Analysis — page 2, after hearing the proposal of page 1, examines it

• Counter-proposal – after analyzing the proposal of page 1, page 2 submits a counter-proposal. It is usually underestimated, sometimes as extreme as the level of overstatement of the proposal of page 1

• Rating – page 1 evaluates the counter-proposal of the other party. After this stage, an agreement may be concluded, negotiations may be broken off or talks may be continued by exchanging mutual proposals.

By means of the above steps, there is a gradual approach to the midpoint, which is to bring the proposals of both sides as close as possible to each other. In the case of combining several parameters, concessions on one of them may be associated with an increase in expectations in the case of another parameter.

In positional negotiations, the other side is put in the position of a rival or opponent from the beginning, which can give the feeling of conducting talks using the win-lose strategy. Therefore, an experienced negotiator, even when playing hard, should strive to build partner SATISFACTION.

Bearing in mind long-term relationships, it is not recommended to use positional negotiations.

Source: https://eveneum.com/blog/negocjacje-biznesowe-negocjacje-pozycyjne

Projekt otrzymał dofinansowanie z Norwegii poprzez Fundusze Norweskie 2014-2021, w ramach programu „Dialog społeczny – godna praca”.