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This section of the Knowledge Base introduces several theoretical concepts that are important for understanding negotiation strategies. These include the difference between win-win, win-lose, and lose-lose situations, positive sum, zero-sum, and negative sum situations (which are similar to the former differentiation, but NOT QUITE!).
Also included are the related concepts of BATNA (Best Alternative to a Negotiated Agreement), ZOPA (Zone of Possible Agreement), and ripeness. Negotiation will not succeed unless there is a zone of possible agreement, which is related to what William Zartman refers to as a "Way Out." This is one of two requirements, Zatman maintains, for a conflict to be "ripe" for negotiation, the other being that the parties are in a "hurting stalemate," a concept discussed in the "stages" section. [1]
The last theoretical concept discussed in this section is compromise. Oftentimes conflicts become intractable because the parties see the issues as non-negotiable. In other words, they are unwilling to compromise. This is often a significant sticking point that has to be worked around if transformation is to occur.
More details on all of these topics are found in their associated essays.
[1] Zartman was the originator of the term "ripeness." His essay on that topic in this Knowledge Base explains it well, and gives numerous citations to print literature on the topic.
Use the following to cite this article:
Burgess, Heidi. "Negotiation Theory." Beyond Intractability. Eds. Guy Burgess and Heidi Burgess. Conflict Research Consortium, University of Colorado, Boulder. Posted: January 2004 <http://www.beyondintractability.org/essay/negotiation_theory/>.
Sources of Additional, In-depth Information on this Topic
Additional Explanations of the Underlying Concepts:
Online (Web) Sources
Sampath, D.K. Negotiation and Settlement Advocacy.
Available at: http://www.crinfo.org/documents/crci/1_Sampath1r.pdf.
This article explains what negotiation is and examines how lawyers may engage as formal intermediaries in the process. The article describes the role of the negotiator as well as various aspects of the process including how to get past obstacles and the skills necessary to be an effective negotiator.
Offline (Print) Sources
Hopmann, P. Terrance. "Bargaining and Problem Solving: Two Perspectives on International Negotiation." In Turbulent Peace: The Challenges of Managing International Conflict. Edited by Crocker, Chester A., Fen Osler Hampson and Pamela Aall, eds. Herndon, VA: USIP Press, July 1, 2001.
This chapter seeks to compare and clarify the theoretical perspectives of bargaining and problem-solving, as they relate to international negotiation. Each represents a different "ideal type" or model for approaching negotiation at the international level.
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