The Enlightened Negotiator: What is the Best Type of Interaction?

18 Pages Posted: 7 Jun 2003

Abstract

One of the most profound breakthroughs for students in negotiation courses is the realization that negotiations are not always win-lose, or more technically fixed-sum situations. However, many students of negotiation express frustration and exasperation when they attempt these new-found skills in 'real world' negotiations. This dilemma points to a fundamental misassumption about negotiation: the faulty belief that in order to reach integrative (win-win) agreements, both people need to be enlightened, that is, not only aware of the possibility of win-win, but actively committed to reaching win-win deals. In this research we examine whether or not enlightened negotiators can reach integrative outcomes even when the other party is un-enlightened. Furthermore, we investigate whether or not the particular interaction approach taken by the enlightened party is critical.

Keywords: Negotiation, communication style, relationship

Suggested Citation

Berger, Gail and Kern, Mary (Molly) C. and Thompson, Leigh, The Enlightened Negotiator: What is the Best Type of Interaction?. 16th Annual IACM Conference Melbourne, Australia. Available at SSRN: https://ssrn.com/abstract=400780 or http://dx.doi.org/10.2139/ssrn.400780

Gail Berger (Contact Author)

Northwestern University - Kellogg School of Management ( email )

2001 Sheridan Road
Evanston, IL 60208
United States

Mary (Molly) C. Kern

Baruch College ( email )

One Bernard Baruch Way
Box B9-240
New York, NY 10010
United States
646.312.3673 (Phone)

Leigh Thompson

Northwestern University - Kellogg School of Management ( email )

2001 Sheridan Road
Donald P. Jacobs Center
Evanston, IL 60208
United States
847-467-3505 (Phone)
847-491-8896 (Fax)

HOME PAGE: http://www.LeighThompson.com

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