Importance Of Dichotomies In Negotiation

935 Words4 Pages
1.0 INTRODUCTION We live in a world of scarcity, in which we must constantly interact with other people who have the power to affect our lives in positive and negative ways. To survive and thrive, we need those other people to take actions that advance our needs and interests. We have a variety of ways of influencing the behaviour of others, including personal affinity, physical force, legal or civil authority, moral persuasion, trickery, and negotiation, among others. What distinguishes negotiation from other means of inciting action in our fellow human beings is that negotiation involves voluntary exchange. In negotiation, we offer to do things that others desire in exchange for them doing things we desire. Different people will approach that process of voluntary exchange in different ways. When negotiation theorists contemplate these different approaches to negotiation, they often invoke dichotomies: distributive versus integrative; competitive versus cooperative; adversarial versus problem solving; power versus principle. The use of dichotomies like these can,…show more content…
Certainly there are real differences among national cultures, and such differences play a role in negotiations as in any other mode of interpersonal interaction. While certain negotiation styles and behaviours are somewhat more and less common in different cultures, it is extremely dangerous to rely on what are often overly simplistic assumptions about how different nationalities negotiate. In fact, every negotiation style can be found represented in every national culture, though the relative distribution of different negotiation styles does indeed seem to vary somewhat across

More about Importance Of Dichotomies In Negotiation

Open Document