Instrumentalism: A Relational Approach To Negotiation

Beyond Instrumentalism: A Relational Approach to Negotiation The authors of Beyond Instrumentalism: A Relational Approach to Negotiation described three different approaches to negotiation, instrumentalism, altruism, and relational. The authors define instrumentalism as assuming negotiation behavior from a selfish motivation, or “what is better for me (or us)?” (Ingerson, 2015, Introduction pp. 3). Altruism is people essentially displaying representation to proceed with a longing to supply to the welfare of others without anxiety for profit or danger to self (Ingerson, 2015, Introduction pp. 4). Furthermore, relational negotiation is having a shared direction, while questioning actions, and keeping a mindset of equal results (Ingerson, 2015, Another Perspective pp. 1). I share the authors’ opinion of instrumentalism being the fundamental thought process of the majority of negotiators. There are far too numerous individuals where motivation is driven by economic and financial gain. People will negotiate for personal gain without regard to the damage it creates for the other party with a shark negotiating mentality. However, the bible teaches believers to act differently towards one another by serving one another (Matthew 20: 26-28, NIV). …show more content…
Individuals frequently maintain the mindset of an instrumental or shark manner in regards to the negotiation. Approaching negotiations with preconceived opinions of the other party is detrimental to the negotiation process and communication. If I were to approach a sales meeting with a client with the mentality of making a sale, instead of improving their situation, the encounter will not be truly beneficial. Sure, I may make some financial gain from commissions, but if the sale does not improve the client’s circumstances, I have failed in doing what the bible calls me to