NEGOTIATION AS A FORM OF SOCIAL BEHAVIOR.

Abstract

Two methods or decision rules can be distinguished which determine the nature of the agreement that is reached in negotiation: (1) Pure bargaining, whereby each party makes concessions to the extent that the other party demonstrates its capacity and willingness to delay agreement and carry out threats, and (2) Mutual responsiveness, whereby each party makes concessions to the extent that the other party demonstrates a need for them. Stable relationships between two parties appear to be characterized by some mix of these two rules which prescribe the use of pure bargaining under some circumstances and mutual altrusim under others. (Author)

Document Details

Document Type
Technical Report
Publication Date
Oct 28, 1968
Accession Number
AD0685624

Entities

People

  • Dean G. Pruitt

Organizations

  • University at Buffalo

Tags

DTIC Thesaurus Topics

  • Agreements
  • Bargaining
  • Behavior And Behavior Mechanisms
  • Cooperation
  • Dynamics
  • Human Behavior
  • Negotiations

Readers

  • Political Violence and Terrorism Studies.
  • Strategic Security Studies
  • Theoretical Analysis.