Labor relations, fairness and negotiations - Article: The psychology of negotiation - Negotiation strategies and interaction patterns
3 important questions on Labor relations, fairness and negotiations - Article: The psychology of negotiation - Negotiation strategies and interaction patterns
Strategic repertoire principle:
- Contending: claiming value
- Compromising: searching for a middle ground
- Conceding: yielding (accepting and incorporating the others will)
- Problem-solving: full and open exchange of information
- Inaction of strategies: avoiding to engage in negotiation
- Tactical moves in negotiation
The negotiator behaviour takes one of five distinct forms discussed
The mindless-matching-mindful-mismatching principle:
- Matching: the tendency to do what the other did and prevents exploitation and rewards cooperation
- Mismatching: Many people have incentives to not reciprocate their counterparts behaviour (e.g. Placing high demands with soft person)
- MMMM principle: whereas negotiators who do not engage in deep, deliberate and strategic thinking match their counterpart’s behavioural tendency, those who engage in such thinking will choose mismatching in early and late phases of the negotiation and matching in the middle phase
Effectiveness of strategies and interaction sequences:
Problem-solving behaviour is an important positive predictor of integrative agreements. The good-cop/bad-cop strategy shows that problem solving is more effective in creating integrative agreements when it is preceded by contending behaviours
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