Decision Making and Negotiation Case Study
There are two group of dilemma that take place in the negotiation process: Confrontation Dilemma This dilemma happen in the condition where all characters involve in the conflict does not have the same position/offer/suggestion (or at least there is one character that have the different position that is not compatible with the position of the other charater), which cause the character that experience the dilemma does not credible in applying its threat, which are: Threat dilemma Character 1 face threat dilemma towards character 2 if the threat from character 1 is not taken seriously (not credible) by the character 2, since character 2 know that there is other future scenario other than character 2 position that is prefer by the character 1 than the character’s 1 threat. Character 1 is only considered bluffing by the other character. In this condition, character 1 needs to make his or her threat more credible, with using negative emotion such as anger, hatred or infuriation. Rejection dilemma Character 1 will face rejection dilemma towards character 2 if there is an obstacle for character 1 for trying to convince the other character that he or she is serious in rejecting the position of character 2, because maybe character 1 is seems to prefer the character 2 position rather than character’s 1 threat position. In this condition, character 1 needs to make his or her threat to look more credible with negative emotion as explained before in the threat dilemma. Positioning dilemma Character 1 will face positioning dilemma towards character 2, if character 1 prefers the character 2’s position than his or her own. Character 1 may reject character 2’s position in order to get better offer or it is may happen due to character 2’s position is considered unrealistic or it is may be because character 1 prefer the threat position rather than character’s 2 position or maybe because character 1 does not believe in character 2. Persuasion Dilemma Character 1 will face persuasion dilemma towards character 2 if character 1 prefers character 2’s position rather than the threat, which cause character face some obstacles in convincing character 2 to accept character 1’s position. Collaboration Dilemma If the confrontation dilemma is succesfully eliminate, consequently the characters that interacting to each other will have the same position (which means there is no difference in the importance of the offered position). However, they could still face the collaboration dilemma, which make each character do not trust each other regarding the comitment on the same position.