TERMIUM Plus®

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POSITIONAL BARGAINING [3 records]

Filter results by subject field Alphabetical list of terms

Filter results by subject field

Alphabetical list of terms

Record 1 2020-01-07

English

Subject field(s)
  • Alternative Dispute Resolution
CONT

In positional bargaining, the parties stake out a position and try to get an agreement as close to their position as possible. There are four possible outcomes : win/lose, lose/win, lose/lose, or compromise. A compromise agreement, with each party backing off their positions little by little until they agree, is the optimum overall result that can be expected.

French

Domaine(s)
  • Modes substitutifs de résolution des différends

Spanish

Save record 1

Record 2 2020-01-07

English

Subject field(s)
  • PAJLO
  • Alternative Dispute Resolution
CONT

Positional bargaining is a negotiation strategy that involves holding on to a fixed idea, or position, of what you want and arguing for it and it alone, regardless of any underlying interests.

French

Domaine(s)
  • PAJLO
  • Modes substitutifs de résolution des différends
OBS

négociation fondée sur les positions : désignation normalisée par le Comité de normalisation, Promotion de l'accès à la justice dans les deux langues officielles (PAJLO).

Spanish

Save record 2

Record 3 2004-05-25

English

Subject field(s)
  • Communication and Information Management
  • Collective Agreements and Bargaining
  • Decision-Making Process
CONT

Interest-based communication is conducted in a non-adversarial environment in which the parties identify their mutual interests and criteria for agreement. This approach differs from historical positional bargaining which requires the parties to accept or reject offers and counter-offers as they are made.

OBS

A process in which the parties focus on their common interests (i.e. their needs, desires, concerns and fears).

Key term(s)
  • interest based communication

French

Domaine(s)
  • Gestion des communications et de l'information
  • Conventions collectives et négociations
  • Processus décisionnel
OBS

Par analogie avec «négociation fondée/basée sur les intérêts» et «processus axé sur les intérêts».

Spanish

Save record 3

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