Q & A Table of Contents
Theories of Negotiation
From: Pablo, Manchester, UK
Question: I would like to know if there are any theories of negotiation.
Response: There are indeed many approaches people use when negotiating. Generally speaking the choices can be described using four Cs:
The first pair of Cs are: Confrontational or Competitive. In each case, negotiators are aiming to win; they view the negotiation process as a zero sum game. Confrontational or Competitive negotiation can lead to a variety of negative consequences; the worst is war. Even in more peaceful situations, if a party feels s/he has 'lost' a negotiation, their motivation to fulfill the agreement is substantially reduced and as a consequence the long term gains of the 'winner' may be less than they wish.
The other pair of Cs are: Collaborative or Cooperative. In this approach, negotiation is viewed as a means for two or more parties to work together to achieve an agreement that is mutually-accepted. There are far greater odds that this approach will lead to shared long-term gains and an agreement which is fulfilled. That is the ultimate test of whether negotiation has worked.
Sincerely,
Steve
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