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Bringing Horses to Water? Overcoming Bad Relationships in the Pre‐Negotiating Stage of Consensus Building
Author(s) -
Poitras Jean,
Bowen Robert E.,
Byrne Sean
Publication year - 2003
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.1571-9979.2003.tb00782.x
Subject(s) - appeal , negotiation , incentive , public relations , political science , process (computing) , business , economics , law , computer science , microeconomics , operating system
This article uses a case‐study methodology to explore the impact of problematic relationships on the initiation of consensus‐building efforts. The article notes that poor relations hinder the initiation process, while the expectation of benefits likely to result from the effort fosters the involvement of parties. The association between poor relations and expected benefits is explored with a focus on the appeal of collaboration. Strategies are then outlined to help facilitators to deal with problematic relationships by mitigating poor relations, highlighting incentives for participation, and building on the appeal of collaboration. Facilitators can use these strategies to increase their chances of success in initiating consensus‐building efforts.