From the course: Negotiating with Agility
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Manage the negotiator’s dilemma
From the course: Negotiating with Agility
Manage the negotiator’s dilemma
- Here's some good news, you can have your cake and eat it too, at least that's true in negotiation. It may not seem that way, many people feel that negotiation puts them between a rock and a hard place. If they follow the cooperative path, they risk being exploited, and if they play hard ball instead, they may jeopardize relationships. In my field, this is called the Negotiator's Dilemma. It's the supposed tension between cooperating and competing. It's a false dichotomy, I just don't buy it, and research backs me up. There's a third avenue that lets you have it both ways. Studies show that you can collaborate with a counterpart to create value while also securing a handsome portion for yourself. Experimenters paired up subjects for a multi-issue negotiation. Most people reached agreement, though some created and captured more value than did others. That's to be expected, but here's the twist. In addition to collecting results, the researchers asked subjects to secretly rate how they…
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