If people need something from each other, communication between parties {negotiation, communication}| can result in agreement. Parties want to reach agreement.
target and minimum
Parties have target settlement points and minimum sticking points. Parties try to find opponent targets and limits, while concealing own.
threats and concessions
Negotiation often involves coercive threats. Negotiations always involve concessions. Often extreme demands {blue sky bargaining} precede concessions.
reciprocity
Bargaining requires expecting trust and good faith {reciprocity norm} {norm of reciprocity}. Behaviors reciprocate. If reciprocity norm is true, agreement is satisfactory to both parties. Ability to imagine oneself in role of other and to act chosen part facilitates negotiation.
time
The longer negotiations go on, the more pressure builds for agreement. Final bargaining session {decision-making crisis} has trade-off of remaining issues.
tactics
In negotiations, what one side gains, other loses. Negotiating tactics minimize cost to one's side and maximize cost to opponent, while claiming opposite. Negotiating also involves explaining gains and losses to people represented by negotiators. Third parties aid negotiations by de-emphasizing losses and emphasizing gains.
formal negotiation
Formal negotiations involve two teams and are public. Having audiences makes teams want to appear dominant and causes aggressive behavior.
formal negotiation: team
Compared to one negotiator, negotiating teams overvalue conduct, devalue opposing team, polarize positions, distort and restrict communication between teams, and result in less divergent and creative solutions.
Social Sciences>Sociology>Sociological Group>Communication
6-Sociology-Sociological Group-Communication
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Date Modified: 2022.0224