Abstract
To ensure success in resolving difficult disputes, negotiators mustmake strategic decisions about their negotiation approach. In this essay,we make practical recommendations for negotiation strategy based on Ury,Brett, and Goldberg's (1993) interests, rights, and power framework fordispute resolution and subsequent empirical research by Brett, Shapiro, andLytle (1998). We discuss how negotiations cycle through interests, rights,and power foci; the prevalence of reciprocity; and the one-sided,distributive outcomes that result from reciprocity of rights and powercommunications. We then turn to using interests, rights and powerstrategically in negotiations. We discuss choosing an opening stragegy,breaking conflict spirals of reciprocated rights and power communications,and when and how to use rights and power communications effectively innegotiations.
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Lytle, A.L., Brett, J.M. & Shapiro, D.L. The Strategic Use of Interests, Rights, and Power to Resolve Disputes. Negotiation Journal 15, 31–52 (1999). https://doi.org/10.1023/A:1007562118762
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DOI: https://doi.org/10.1023/A:1007562118762
Keywords
- Empirical Research
- Strategic Decision
- Distributive Outcome
- Practical Recommendation
- Negotiation Strategy