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Explain What Is The Author's Argument In Favor Of Using Objective Criteria

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Negotiation skills
What is the author’s argument in favor of using “Objective Criteria”? The author’s argument in favor of using the objective criteria is that the objective criteria produce wise agreements between people more agreeably and efficiently. An objective criterion is where the negotiating parties use an approach in which they reach a solution by using principles and not pressure.
An objective criterion, according to Fisher, Ury and Patton (1991), is better than a positional bargaining since people using it use more time efficiently discussing and deciding on the best standard and solutions. For example, the objective criteria can be used when two people are negotiating on the best place to locate a textile industry. One may …show more content…

These objectives are to protect one against making an agreement that one should reject, and helping one to make the most of the assets you do have so that any agreement one may reach will satisfy one's interests as much as possible. In negotiations, there are always realities, one of which is the other side may have a better bargaining position including in elective politics. Best Alternative To a Negotiated Agreement (BATNA) is the standard against which any proposed agreement should be measured. This standard should be flexible that is it should not agree upon a negotiation neither should it depends on the attractiveness to you of the best available alternative. According to Fisher, Ury and Patton (1991) trip wires will give one early warning that the agreement terms may be too unattractive. When your BATNA is better than the other party the greater your power thus, the weaker party should have a better knowledge of their BATNA. To develop your BATNA, one should consider what to do if no negotiation is reached by developing alternatives to a negotiated agreement and then selecting the best alternative. Once no agreement is reached the next option after selecting the best among the alternatives is to make a judgment on each offer against this BATNA if both sides have attractive BATNAs then it shows that the possible best outcome for both parties is not to reach an agreement. Fisher, Ury and Patton (1991) concluded that when you develop your BATNA this not only enables you to determine what is a minimally suitable agreement, it probably raises that

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