Negotiation strategies for Marine Corps Recruitment Command

¶ … negotiation and then addresses how they can be used to help the Marine Corp Recruitment Command. The two negotiation strategies discussed are positional bargaining and integrative bargaining. Both strategies have positive and negative aspects whereby they could both be helpful in the right situation to the United States Marine Corp Recruiting Command (MCRC).

Positional Bargaining

Positional bargaining entails defining what outcome you are willing to accept and then negotiating to achieve that outcome (or better) only. This negotiating tool is commonly used, especially as initial strategy. The two most preeminent negotiation theorists, Fisher and Ury, denounce positional bargaining. They argued that positional bargaining requires a party to defend their position once that position has been attacked. As a result, the goal of the party is no longer dispute resolution, but the need to save face. The need to save face does not bring people to the bargaining table, the need to resolve a dispute or issue does (Mitchell citing Fisher and Ury, 1991).

Positional bargaining is not without supporters. Where a party's emotional interests may impede resolving the issues, positional bargaining can help. Emotional interests are party specific and will vary by the case. Sometimes they can lead a person to think with their heart instead of their head, in which case positional bargaining will effectively supply a party's will-power. Positional bargaining is also advisable where the interests prove to be too polarizing for the parties to work together (Mitchell citing to Lax and Sebenius, 1991).

Marine Corp Recruiting Command

The issues of settlement strategy are very important to the Unites States Marine Corp Recruiting Command for several reasons. First, the MCRC operates on a budget set forth by the United States Navy/Marine Corp has to include the entire operating budget for the MCRC. Therefore, the MCRC has to negotiate with the higher-ups in the Navy/Marines on order to maintain its very financial viability. As the sole recruiting arm of the Marines, the MCRC, needs to purchase/lease office space and supplies, advertising and equipment to effectively convey its message. These activities will present additional opportunities for the MCRC to negotiate. However, the bigger negotiations these days will likely be a matter of far more public interest.

In January 2007, the MCRC opened an office in Berkeley, CA, and began soliciting local high school students to enlist. In January 2008, after local organizations began to protest the office and its tactics, the city commission of Berkeley passed several motions directly impacting the MCRC. One motion labeled the MCRC as "intruders" and another authorized a protest group by granting it a paring and a noise permit. While historically one of America's proving grounds for peace, love and happiness, the actions of the Berkeley commission outraged many throughout the city, state and nation.

This situation provided a perfect backdrop for integrative negotiation. Clearly the city commission was dealing with many interests, including needs, desires and fears. These interests most likely concerned opposition to the war and to recruiting the area's high school kids. The MCRC has a need to produce quantities of able marines for the military effort. In fact, the commission did alter its language to specify that it disapproved of the war, not the military personnel.

Conclusion

The purpose to negotiating is to resolve disputes. Different strategies may be work better in certain cases than others. Because disputes are prevalent in our society, even industries that do not appear to need sound negotiating ability, like military recruiting, can benefit from a basic knowledge of positional and integrative bargaining.