Analisis Strategi Gaya Negosiasi Tarif Sewa Tanah PT KAI Dengan Warga di Kelurahan Sumbang, Kabupaten Bojonegoro

Dinda Noviana; Elzha Silfa Ferista; Berliana Tri Handayani; Farah Putri Adelia; Angga Setiawan

Authors

Dinda Noviana Universitas Bojonegoro
Elzha Silfa Ferista Universitas Bojonegoro
Berliana Tri Handayani Universitas Bojonegoro
Farah Putri Adelia Universitas Bojonegoro
Angga Setiawan Universitas Bojonegoro

Keywords:

Negotiation Style, Strategy, Land Lease

Abstract

This research aims to analyze the negotiation style strategy for land rental rates between PT KAI and residents of Sumbang Village, Bojonegoro Regency. The main problem faced is the deadlock in reaching a rental rate agreement that is fair and satisfactory to both parties. This research uses qualitative methods with a literature study approach and news analysis and related documents to identify factors that influence negotiation failure. The research results show that PT KAI tends to use a distributive approach that focuses on profit sharing, while residents prioritize interest-based strategies that emphasize their economic conditions. The distributive approach proves to be less effective in the long term because it results in dissatisfaction on the part of one party. Instead, an integrative approach that is more inclusive and flexible, and involves mediation by a neutral third party, is recommended to achieve a more sustainable and satisfactory solution for both parties. In conclusion, a negotiation strategy that is more flexible and oriented towards mutual interests can help create a more harmonious relationship between PT KAI and residents.

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