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Negotiating to Avoid Agreement
Author(s) -
Wallihan James
Publication year - 1998
Publication title -
negotiation journal
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.238
H-Index - 32
eISSN - 1571-9979
pISSN - 0748-4526
DOI - 10.1111/j.1571-9979.1998.tb00164.x
Subject(s) - negotiation , variety (cybernetics) , mediation , unitary state , negotiation theory , law and economics , social psychology , psychology , political science , sociology , law , computer science , artificial intelligence
There are many roads to NO. Some are routed there intentionally. Parties sometimes engage in negotiations even though they are determined to avoid agreement, or at least consider any agreement as incidental to their reason for negotiating. The author identifies two varieties of avoidance negotiation. Opportunistic avoidance subsumes a variety of circumstances and motivations. By contrast, demand avoidance can be comprehended in a more unitary fashion as a response to audience expectations by a reluctant negotiator. The analysis is anchored in cases drawn from a range of settings and in the negotiation literature. It includes a discussion of diagnosis, response, and implications for theory and research as well as for negotiation and mediation practice.