Conflict, power and negotiation

Andreas Nikolopoulos
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Andreas Nikolopoulos: Athens University of Economics and Business

Chapter Chapter 2 in Negotiating Strategically, 2011, pp 4-16 from Palgrave Macmillan

Abstract: Abstract Negotiations presuppose a conflict of interest, together with an attempt to alter the other side’s behavior through the use of power reserves: thus, conflict, negotiations and power are directly bound to each other. First, we discuss three basic negotiating strategies: Direct negotiations. Virtual negotiations. Isolated acts. We then go on to introduce a new way of thinking and handling conflicts, based on the principles that each party: Possesses limited power reserves, and thus considers how to use them in an effective way. Experiences parallel conflicts in multiple contexts, and thus their behavior in a given conflict field can be explained by their activities and their committed power reserves in the remaining fields. Plans before acting, so that their negotiating methods follow a strategic rationale.

Keywords: Power Budget; Negotiation Behavior; Conflict Model; Power Reserve; Direct Negotiation (search for similar items in EconPapers)
Date: 2011
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Persistent link: https://EconPapers.repec.org/RePEc:pal:palchp:978-0-230-30766-7_2

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DOI: 10.1057/9780230307667_2

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