BJPs (read Modi+Shahs) dealing with SS in the recent Maha elections (both pre and post) is a classic text book case study on how to do negotiations and how is it different from bargaining. Right from beginning, in the seat talks, what SS failed to get, and BJP was trying to impress was, the situation is not anymore the same as how it used to be. While SS kept negotiating from a typical positional POV, which is actually bargaining, BJP was doing negotiation from an interest perspective. SS, was ranting about izzat, status, maan/sammaan, and actually bargaining on numbers. Whereas BJP was focussed on the real interest, which is to win (and they were pretty confident they could, with or without SS). This is very important when one negotiates. If one gets stuck with the position, it is difficult to make moves. But if one keeps interests in mind, it is easier to make decisions and move forward. Even now this is what is holding SS back and keeping them wondering, whereas BJP despite not having the absolute majority, seems to be more comfortable, and still engaging with SS MPs and other leaders, but without losing their focus and priorities. And, lastly SS should hopefully understand that negotiations are not done through media. It is done behind close doors, and more discreetly. Like how Modi/Shah do it. Never utter anything bad against your own ally in public and then keep going behind them when you need most.
Posted on: Sun, 26 Oct 2014 13:56:52 +0000
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