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pened the door of a family in a poorest area randomly chosen by the Chinese government and asked the people if they had their breakfast, he was told they did, and he went on asking if lunch and supper were guaranteed, the answer was yes. However he had a very different story in some African countries and even in some areas in India. People there had little food for breakfast, not mention lunch and supper. The two countries insisted on their own standards and it was hard to bridge the discrepancy. Here the focus is which criterion to apply to for resolving the dispute. In fact there is a ready criterion provided by the World Bank, which is measured by per capita GNP. According to the World Bank’s standard, countries whose per capita GNP below $785 (1996) are the poorest countries. China’s per capita GNP in 1997 was $750, which is among the poorest countries.
These cases demonstrates that criteria are used to make solution easily and acceptable because they are fair, effective and rational. There are three points will be considered when telling if a criterion is objective or not: 1) An objective criterion should be independent of wills of all parties and thus be free from sentimental influence of any one. 2) An objective criterion should be valid and realistic. 3) An objective criterion should be at least theoretically accepted by both sides, as in the case of MIT model
Negotiation doesn’t have to mean giving in or bowing to the will of another party by using objectiv无忧论文 【http://www.uklunwen.com】e criteria and standards. Insisting on the use of objective standards, precedents, law or principles is a means both to persuade the other side that an agreement is fair and to protect your side from being coerced. Standards of legitimacy also make it easier to explain an agreement to one’s constituents.
1.2 Characteristics of collaborative principled negotiation
Criterion is the measurement of solving all divergences. Objective criteria can greatly simplify the negotiation process and is a good way out when the participants can’t decide which option is just and reasonable. If union and management are struggling over a contract, they can look to see what other similar companies have agreed to use as an outside objective criterion. If people are negotiating over the price of a car or a house, they can look at what similar house or cars have sold for. This gives all sides more guidance as to what is “fair”, and makes it hard to oppose offers in this range. Abiding by criteria, negotiators analyze problems calmly and objectively, which is helpful to reach a wise and fair agreement and implement it effectively and actually. Criteria are independent of wills, therefore decrease the functions of individual opinions and embody negotiation fairness.
2.3 A new framework of PIOC
Collaborative principled negotiation is not only to improve negotiators’ skills and aid them all winners, but also to provide a new mindset about negotiation that can create as large a set |
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