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
Applications span corporate negotiations, labor relations, procurement, public policy, and international diplomacy. Potential benefits include larger
Related concepts include principled negotiation and integrative bargaining, which share the emphasis on interests and objective