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Reasonable Responses - Part 1

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Aug 29, 1997

Negotiations are the foundation and keystone to the peace process. However to examine the peace process and gain a greater understanding for the pressures and stresses the participants are under, one must first understand how they came to their positions and stances in the negotiations in the first place.

The Israeli and Palestinian negotiators are trying to conclude a deal on perhaps the most difficult issue that has faced anyone. They have to react and counteract extreme positions on both sides and within their own camps. These negotiators have to conduct negotiations in such a way that both sides can leave the table feeling as though they have achieved something major while not conceding anything to the other side. However, this does not mean that their techniques could use improvement or change over time.

For the most part, both sides are arguing from what is referred to as the power bargaining position. Power bargaining does not refer to the strength of the position, but rather the style in which the negotiator chooses to conduct his affairs. Individuals who use this style generally do so because they have one of several concerns:

they are unsure of the strength of their position

they are unsure of their opponents position

they feel they have the superior position

they feel they have an inferior position

Power bargaining is generally the safest style of negotiating because the negotiator does not have to give up much of his position and can maintain a hard line. This goes for either when you are in the superior or inferior position because they both have the most to gain or lose in their respective positions should they make concessions on the issues basic to their positions.

The problem with power bargaining is when you have two power bargainers negotiating. Generally, very little can be accomplished unless one sides modifies their position to that of the problem solver, the other negotiating style. Problem solvers are generally after solving the problems with the least amount of resistance. This means that they will often sacrifice the best possible deal for their side for the sake of sealing the deal.

To be continued....

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