The Strategic Use of Interests,Rights, and Power to Resolve Disputes |
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| Authors: | Lytle Anne L Brett Jeanne M Shapiro Debra L |
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| Institution: | (1) Department of Management of Organizations, School of Business and Management, Hong Kong University of Science and Technology, Clear Water Bay, Kowloon, Hong Kong;(2) J.L. Kellogg Graduate School of Management, Northwestern University, Evanston, ILL, 60208;(3) Kenan-Flagler Business School, University of North Carolina at Chapel Hill, Chapel Hill, N.C, 27599-3490 |
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| Abstract: | To ensure success in resolving difficult disputes, negotiators mustmake strategic decisions about their negotiation approach. In this essay,we make practical recommendations for negotiation strategy based on Ury,Brett, and Goldberg's (1993) interests, rights, and power framework fordispute resolution and subsequent empirical research by Brett, Shapiro, andLytle (1998). We discuss how negotiations cycle through interests, rights,and power foci; the prevalence of reciprocity; and the one-sided,distributive outcomes that result from reciprocity of rights and powercommunications. We then turn to using interests, rights and powerstrategically in negotiations. We discuss choosing an opening stragegy,breaking conflict spirals of reciprocated rights and power communications,and when and how to use rights and power communications effectively innegotiations. |
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