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Negotiation is a strategic discussion that resolves an issue in a way that both parties find acceptable. Individuals should make separate, interactive decisions; and negotiation analysis considers how groups of reasonably bright individuals should and could make joint, collaborative decisions. These theories are interleaved and should be ...
[52] [53] These five strategies have been frequently described in the literature and are based on the dual-concern model. [54] The dual-concern model of conflict resolution is a perspective that assumes individuals' preferred method of dealing with conflict is based on two themes or dimensions: [ 55 ]
The model allows parties to improve their chances of creating an agreement superior to existing alternatives. MGA is not the same as " win-win " (the idea that all parties must, or will, feel delighted at the end of the negotiation) and does not focus on "being nice" or "finding common ground."
Some people may adopt aggressive, coercive, threatening and/or deceptive techniques. This is known as a hard negotiation style; [8] a theoretical example of this is adversarial approach style negotiation. [8] Others may employ a soft style, which is friendly, trusting, compromising, and conflict avoiding. [3]
Strategic Negotiations: A Theory of Change in Labor-Management Relations, a 1994 Harvard Business School Press publication, is a book on negotiation by the authors; Richard E. Walton, Joel Cutcher-Gershenfeld, and Robert McKersie. [1] The book explains concepts and strategies of negotiation to the reader.
"Negotiation theory and research has articulated that in multi-issue negotiations, making package offers is superior in achieving integrative outcomes than negotiation each issue sequentially." [ 1 ] Furthermore, research has shown that the negotiator who makes an aggressive first offer tends to secure better outcomes than those who respond to ...
To present a more realistic alternative to the economic rationality model, Herbert Simon proposed an alternative model. He felt that management decision-making behavior could be described as follows: In choosing between alternatives, the manager attempts to satisfy or looks for the one which is satisfactory or “good enough”.
Two-level game theory is a political model, derived from game theory, that illustrates the domestic-international interactions between states. It was originally introduced in 1988 by Robert D. Putnam in his publication "Diplomacy and Domestic Politics: The Logic of Two-Level Games".