The History of Negotiations
The history of negotiation is a fraught one. Often held in disrepute, negotiators have sought to avoid conflict and advance a world of compromise. This phenomenon occurs in all parts of life from global politics to local business. It is difficult when you believe that you have the right on your side to compromise your ideals with those of another party. Various categories of negotiation strategy can be traced throughout the phenomenon's long history.
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Principled Negotiation
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A principled negotiation is one in which negotiators assume that each side of a conflict is a rational actor who will accept the deal that is in its best interest. They assume that the compromise reached, though unsatisfactory, will be preferable to continued conflict. Successful negotiations of this sort have occurred historically in such conflicts as those between labor unions and employers and those between nations that are threatening to go to war.
Appeasement
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Some forms of negotiation have become so unpopular and discredited that their very name becomes a derogatory label. Appeasement, such as that conducted by the allied nations with Germany before World War Two, is a negotiation in which actors openly come to the table with the intention of compromising their own interests. In the case of the allies before World War Two they made major concessions to Germany in the mistaken assumption it would prevent war.
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Détente
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Détente is the type of negotiation that is undertaken when two sides have become overtly hostile to one another. It involves the gradual easing of tensions over time until a better understanding can be reached in the future. The name became famous from its use by Henry Kissinger during his negotiations with the Soviet Union for the United States during the Cld War. The two parties had to gradually reduce their mutual animosity to negotiate.
Mediator
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Many negotiations have proven to be more successful when an outside party could be found to play a mediator role between two parties in conflict. Many peace treaties have been achieved in this way, such as that between Egypt and Israel in the Camp David Peace Accords, which were written with the help of an outside mediator in the United States. Having a party that is at least somewhat neutral involved helps negotiations move forward.
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References
- Mediate: Swindlers, Dealmakers and Mediators; Robert Benjamin; June, 2004
- Negotiation Experts: Negotiation Style and Frameworks; Steven Roberts
- Negotiation Experts: The Negotiation Problem
- Harvard Business School: The Emerging Art of Negotiation; Martha Lagace; May 23, 2000
- American Management Association; Mimicking Increases Odds of Success in Negotiation, Says Study; Travis Adkins; September 14, 2007
- Air University: Negotiation; Christopher W. Moore
Resources
- Photo Credit chess "negotiations" image by Bartlomiej Nowak from Fotolia.com
