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Supplemental Joint Brainstorming: Navigating Past the Perils of Traditional Bargaining
Author(s) -
Shapiro Daniel L.
Publication year - 2000
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.1571-9979.2000.tb00768.x
Subject(s) - negotiation , brainstorming , joint (building) , law and economics , political science , public relations , economics , business , marketing , law , engineering , architectural engineering
Though decision makers in many domains use bargaining as their primary approach to negotiation, it has limited efficacy in multi‐issue, nonquantifiable transactions. Nevertheless, many negotiators use back‐and‐forth bargaining rather than other approaches. The author explicates reasons for this choice and describes “supplemental joint brainstorming,” an innovative strategy to supplement the institutionally‐entrenched bargaining approach to negotiation with interest‐based negotiation.