Final answer:
Positional negotiation is a method that involves sticking to a position which can be viewed as manipulative if it uses hard bargaining or unethical methods. Effectiveness depends on the evidence and reasoning supporting a position, and negotiators should critically assess their own stances and underlying influences.
Step-by-step explanation:
Positional negotiation is not intrinsically a manipulative approach; it is simply one method of negotiation that focuses on holding to a position. However, this approach can become manipulative if it involves hard bargaining tactics or unethical persuasive techniques. Negotiators in political negotiations often employ a combination of approaches, striving to persuade others through rational argumentation, but they may also resort to assertive methods when necessary. The effectiveness of evidence and reasoning in support of a position is crucial, and each negotiator must assess which position aligns best with their interests and ethical considerations.
Regarding the specific questions about choosing a position and the reasoning behind it, these are reflective queries. A negotiator must introspect to determine if their stance is supported by the best evidence and reasoning, or if they have been influenced by external conditioning. It's important for negotiators to examine their motivations and the influences that shape their decisions critically.