Negotiationsthat

Negotiationsthat is a term used in negotiation theory to describe a class of processes that emphasize collaborative problem solving and integrative bargaining. The label is a coinage rather than an established taxonomy, but it is used to distinguish negotiations that are designed around joint value creation from those that are primarily distributive or adversarial. Negotiationsthat share several features: framing discussions around underlying interests rather than fixed positions; handling multiple issues in a single session; generating a wide range of options before deciding; relying on objective criteria and external benchmarks; and using structured processes or mediators to sustain constructive dialogue.

Practitioners of negotiationsthat typically employ methods such as interest mapping, issue prioritization, joint problem-solving sessions, and phased agreements that allow learning and adjustment across rounds. They often proceed with transparent information sharing to the extent feasible and establish norms to protect sensitive information. The aim is to reach agreements that satisfy the core interests of all parties while improving the bargaining environment for future interactions.

Applications span corporate negotiations, labor relations, procurement, public policy, and international diplomacy. Potential benefits include larger overall gains, more durable agreements, and better long-term relationships. However, negotiationsthat require time, trust, and skilled facilitation, and they may be challenged by power asymmetries, conflicting core interests, or high-stakes, zero-sum contexts.

Related concepts include principled negotiation and integrative bargaining, which share the emphasis on interests and objective criteria. Further study can be found in negotiation theory and conflict resolution literature.