Q & A Table of Contents
How Good Is Adversarial Negotiation?
From: Mario, Arcadia, Australia
Question: Does adversarial negotiation have any benefits?
Response: If someone’s objective is to end a relationship, force others to say yes to an agreement they won’t want to fulfill, or establish a reputation for nastiness then adversarial negotiation may well help that person to meet those (and similar) objectives.
The definition of successful negotiation says it is a process that yields an agreement each party will willingly fulfill. Generally speaking that is only the result of collaborative decision-making. When a negotiating party ‘goes to war’ with his/her negotiation counterpart, that is highly unlikely to yield the willingness that is critical for a negotiation to yield durable, wise agreements.
Good luck,
Steve
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