A GRAD STUDENT WRITES ABOUT SOTTS

During the semester we reviewed many variables, both

dependent and independent, as well as numerous tangible and

intangible factors which affect the negotiating process.

However, the one requirement that must exist if a negotiation

is to succeed is for both sides to truly want and need to

reach agreement, "willingness to bargain". We defined a

successful or effective negotiation as one where

*Goal attainment was achieved by both sides; and

*The negotiation process improved or at least did not

hurt the existing relationship.

The text identified the need to bargain as existing when

*There is a conflict of interest between 2 or more

parties;

*There is no fixed or established set of rules or

procedures for resolving the conflict, or the sides

prefer to invent their own solutions;

*The parties, at least for the moment, prefer to search

for agreement rather than battle or break off

negotiations.

I wanted to get not only a picture of the negotiator's style,

knowledge base, abilities, and preferred approach to the

process, but also, if possible, a psychological profile. The

questions were developed with this goal in mind.

John Sottile, the professional I interviewed, is an ivy league

graduate who owns his own marketing company. The success

of his firm is dependent on his ability to negotiate effectively on

numerous and diverse issues. Earlier in his career, he rose

to the level of V.P. of sales in the high technology

industry.