How to build agreements across differences in the art of negotiation

The art of negotiation is a dialogue between two or more parties to resolve differences, gain an advantage, or craft outcomes that satisfy various interests. What helps people build agreements across differences, even when their interests, circumstances, and cultural perspectives vary? The lessons consider how negotiation can create agreements while navigating differences in needs, preparation, culture, and circumstances.

2 articles, 1 video, 1 book · about 2 hr 17 min of reading and viewing

The reading path

1. Read
   

   the art of negotiation · Wikipedia · 54 min read

   Integrative negotiation is also called interest-based, merit-based, "win-win," or principled negotiation. It attempts to create value so both parties benefit, for example by trading gains on one issue for losses on another, and different parties often value various outcomes differently. Planning includes developing a "best alternative to a negotiated agreement", or BATNA: the most advantageous alternative course of action if the current negotiation ends without agreement. The quality of a BATNA has the potential to improve a party's negotiation outcome. Negotiation can be pictured as a "negotiation pie": the total advantages and disadvantages to be distributed. If negotiating parties expand the total pie, a win-win situation is possible, assuming both parties profit from the expansion.

2. Read
   

   Climate games: How understanding the rules of negotiation is key to delivering a global deal - Carbon Brief · Carbon Brief · 3 min read

   In climate negotiations, researchers say larger countries should be prepared to make bigger concessions. The paper says their adjustments contribute more substantially to reaching the reduction target, so countries with big emissions, such as the US, China, and those in the EU, "should expect to make larger proportional reduction commitments in successful negotiations".

3. Watch
   

   Lecture 23: Bargaining with Incomplete Information · YouTube · 1 hr 20 min watch

   Ian Ball explains bargaining with incomplete information, a scenario where at least one party lacks full knowledge of the other's private information, and gives plea bargains as an example.

4. Book
   

   Getting to Yes: Negotiating Agreement Without Giving In · Bookshop.org

   Getting to Yes by Roger Fisher describes a step-by-step strategy for reaching mutually acceptable agreements in different kinds of conflict.

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