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Strategic Facilitation of Complex Decision-Making pp 37–47Cite as

Negotiation Re-visited: Understanding Decision-making

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Abstract

Integrating a review of the negotiation literature into a comprehensive analysis of how negotiation is intertwined with decision- and policy-making processes aims to strengthen the theoretical foundation of the whole research project by providing the context for analysis. Negotiation is a communication mechanism that allows actors with a common goal to meet to solve a problem or to find a strategy to address an issue that affects all (see Raiffa 1982; Benedict 1993). Negotiation deals with a non-linear process as it is seen as a sequence of stages that may witness significant developmental breakthroughs as well as delays or set-backs over time (see Zartman 1978; Dupont and Faure 2002). Negotiators prepare for upcoming negotiation rounds through preliminary contacts, either directly with their counterparts or through back-channels (see Iklé 1964; Kissinger 1979). Negotiation is therefore an endeavor that is not left to coincidence.

“By nature men are nearly alike; by practice, they get to be wide apart” (Confucius)

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Authors and Affiliations

  1. University of Leipzig, Leipzig, Germany

    Ariel Macaspac Hernández

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  1. Ariel Macaspac Hernández
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Hernández, A.M. (2014). Negotiation Re-visited: Understanding Decision-making. In: Strategic Facilitation of Complex Decision-Making. Springer, Cham. https://doi.org/10.1007/978-3-319-06197-9_3

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