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
- 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; and
- 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.