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Conflict, power and negotiation

In: Negotiating Strategically

Author

Listed:
  • Andreas Nikolopoulos

    (Athens University of Economics and Business)

Abstract

Negotiations presuppose a conflict of interest, together with an attempt to alter the other side’s behavior through the use of power reserves: thus, conflict, negotiations and power are directly bound to each other. First, we discuss three basic negotiating strategies: Direct negotiations. Virtual negotiations. Isolated acts. We then go on to introduce a new way of thinking and handling conflicts, based on the principles that each party: Possesses limited power reserves, and thus considers how to use them in an effective way. Experiences parallel conflicts in multiple contexts, and thus their behavior in a given conflict field can be explained by their activities and their committed power reserves in the remaining fields. Plans before acting, so that their negotiating methods follow a strategic rationale.

Suggested Citation

  • Andreas Nikolopoulos, 2011. "Conflict, power and negotiation," Palgrave Macmillan Books, in: Negotiating Strategically, chapter 0, pages 4-16, Palgrave Macmillan.
    • Handle: RePEc:pal:palchp:978-0-230-30766-7_2
    DOI: 10.1057/9780230307667_2
    as

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