Transcendental Negotiations: Creating Value with Transgenerational Negotiations

Habib Chamoun-Nicolas and Randy D. Hazlett
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Habib Chamoun-Nicolas: University of St Thomas
Randy D. Hazlett: University of Tulsa

Chapter 4 in The Palgrave Handbook of Cross-Cultural Business Negotiation, 2019, pp 71-89 from Springer

Abstract: Abstract This chapter aims to encourage negotiators to not only pursue their desire to create value through their short-term deals but also to strive to achieve more elusive evolutionary solutions that will impact future generations. Future generations include future interactions between the parties, general developments in society, and, literally, interactions between negotiators’ descendants. We introduce the moral pillars that can support such transcendental negotiations and encourage readers to practice these pillars in their next negotiations. A brief review of negotiation theory is presented, laying the groundwork for introducing a type of negotiation, as an alternative to the commonly-discussed distributive and integrative categories. In this alternative framing of interaction, negotiators transcend the transaction and break away from the paradigm of individualism, which dictates that the only possible way to achieve success is by manipulating others, emphasizing personal gain and selfishness.

Keywords: Transcendental or transcendent negotiation; Human virtues; Distributive negotiation; Integrative negotiation; Transgenerational (search for similar items in EconPapers)
Date: 2019
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-030-00277-0_4

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DOI: 10.1007/978-3-030-00277-0_4

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