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  • Find A Bridge Solution: 88 Chapter 3 Strategy and Tactics of Integrative Negotiation

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    Gleamy Mishra
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    The parties were able to invent a new option that met all of their needs by expanding the number of partners and leasing a larger space downtown with new furniture, creating a "bridge solution". Successful bridging requires discussing underlying interests and needs rather than positions, and inventing options that satisfy those needs. While the solution may not remedy all concerns, both parties agreed growing the firm together was important and worked to invent a solution meeting their most important needs.

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    Find a Bridge Solution

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    The parties were able to invent a new option that met all of their needs by expanding the number of partners and leasing a larger space downtown with new furniture, creating a "bridge solution". Successful bridging requires discussing underlying interests and needs rather than positions, and inventing options that satisfy those needs. While the solution may not remedy all concerns, both parties agreed growing the firm together was important and worked to invent a solution meeting their most important needs.

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    © All Rights Reserved
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    26 views1 page

    Find A Bridge Solution: 88 Chapter 3 Strategy and Tactics of Integrative Negotiation

    Uploaded by

    Gleamy Mishra
    The parties were able to invent a new option that met all of their needs by expanding the number of partners and leasing a larger space downtown with new furniture, creating a "bridge solution". Successful bridging requires discussing underlying interests and needs rather than positions, and inventing options that satisfy those needs. While the solution may not remedy all concerns, both parties agreed growing the firm together was important and worked to invent a solution meeting their most important needs.

    Copyright:

    © All Rights Reserved
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    Find a Bridge Solution When the parties are able to invent new options that meet all

    their respective needs, they have created a bridge solution. For instance, Advanced Management
    Consulting could decide to expand the number of partners in the firm and lease a
    larger space downtown, with new office furniture for everyone and a prestigious street
    address.
    Successful bridging requires a fundamental reformulation of the problem so that
    the parties are not discussing positions but, rather, disclosing sufficient information to
    88 Chapter 3 Strategy and Tactics of Integrative Negotiation
    discover their underlying interests and needs and then inventing options that will satisfy
    those needs (Butler, 1996). Bridging solutions do not always remedy all concerns. Emma
    may not enjoy the commute and Samantha may not be convinced about growing the firm,
    but both have agreed that working together is important to them, and they have worked to
    invent a solution that meets their most important needs. If negotiators fundamentally commit
    themselves to a win–win negotiation, bridging solutions are likely to be highly satisfactory
    to both sides

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