Fractionating Problems into Several, Simpler Parts
A prime example of creativity in negotiating is fractionating problems into their respective parts, so that the several, simpler parts are easier to see, and negotiations can proceed along more mutually-beneficial lines. For example, when AirTran and Southwest Airlines merged, AirTran broached the smaller issue of their business seating option. Thus, AirTran and Southwest Airlines, by breaking the overarching merger into smaller parts, were able to see eye-to-eye on the business seating issues, one that AirTran successfully contended would maintain their customer base (Thompson).
Finding Differences to Exploit
A key example of the exploitation of differences comes from the political arena. In the ...
