Problems To Agreements

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this worsens the moment he tries to defend his position. Gradually, egoism comes into play and in order to "save face", it becomes increasingly difficult for both parties to arrive at an agreement that reconcile their original interests. Thus the underlying issues that concerns the parties will be neglected if they put too much emphasis in positions and have the consequence whereby any agreement, if any, is unsatisfactory for both parties as it is not crafted to meet their needs. In other words, there is no win-win situation.
Another problem that comes with positional bargaining is that of time and cost. This is due to the fact that negotiators tend to stall settlements in order to "strengthen" their position. This happens when both parties start with extreme opening positions and hold on to it strongly, making minimal concessions that are sufficient to continue talks. As such, a lot of time and effort would be wasted in the search for an agreement. This is further accentuated if ...

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