Success in negotiation, according to Professor Robert H. Mnookin, Chair of the Program on Negotiation, depends largely on being capable of managing each of the three tensions that he defines as being inevitable within almost any negotiation process. These include the tension between how to expand value and how to divide
three tensions
A model of negotiation that emphasizes that the essential challenges of negotiation are rooted in three tensions: between creating and distributing value, between empathy and assertiveness, and between the interests of principals and agents. (Michael L. Moffitt and Robert C. Bordone, eds., Handbook of Dispute Resolution [Program on Negotiation/Jossey-Bass, 2005], 285)
The following items are tagged three tensions.
Dealing with Difficult People and Difficult Situations
In this program, you will learn how to negotiate with someone who refuses to cooperate and bargain in good faith, or who stonewalls and won‘t bargain at all. You will learn what to do when the other side resorts to threats, dirty tricks or personal attacks, as well as how to break through negotiating logjams created by a hard bargainer’s bad behavior without ruining your chances for success.
Based on a set of breakthrough strategies you can use to turn aside attacks, escape from seemingly impossible situations and move from face-to-face confrontation to more productive negotiating results.
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