the great negotiation hoax

The Great Negotiation Hoax

Positional Bargaining Revisited

Positional Bargaining

Competitive/Adversarial negotiators move psychologically against their opponents, try to maximize their own returns, strive for extreme results, begin with less realistic opening offers, behave in an adversarial and insincere manner, focus mainly on their own positions rather than rely on objective standards, frequently resort to threats, minimize the disclosure of their own information, are closed and untrusting, endeavour to satisfy the interests of their own side, try to make minimal concessions, and manipulate opponents.

Charles Craver, Negotiator Styles in Bargaining

Principled Negotiation

The Right Way to Negotiate

Principled Negotiation Positional Bargaining

Integrative Distributive

Cooperative Competitive

Collaborative Adversarial

Win-Win Win-Lose

Non Zero Sum Zero Sum

Interests Positions

Back to Common Sense

I refute it thus.

The Invisible Hand

Economic agents seek to maximize their utility

One Size Fits All

Ryanair

$28 million

Emirates

$36 million $23 million

Academic Research

The particulars of a proposed deal define the value of "yes." But how is the value of "no" determined? It depends on how well your interests are served by choosing your best "no-deal" option - the most promising course of action you would take if you decided to say no to the proposed deal.

David A. Lax and James Sebenius3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals (2006).

Gobbledygook

“parasitic integration”“negotiauction” “motivated illusion”

“hidden constraint”“deal-design barrier”

Negotiation Training

Provide a method that is easy to remember and use

Plan and conduct a negotiation Master strategy and tactics Improve bottom line

The outcome will depend on the balance of power

Harvard Negotiation Project