NCJ Number
112314
Journal
Negotiation Journal Volume: 4 Issue: 2 Dated: (April 1988) Pages: 109-113
Date Published
1988
Length
5 pages
Annotation
This article examines the difference between negotiation over entry into a relationship (dealmaking negotiation or DMN) and negotiation over remaining in or leaving a relationship (dispute settlement negotiation or DSN).
Abstract
In DMN the parties typically have had no prior dealings and the focus is on their future relationship. By contrast, DSN is a backward-looking transaction because a dispute has arisen under an existing agreement. DSN looks more to rights established under an existing agreement, and DMN focuses on parties' interests to be met by entering into an agreement. DMN offers an array of alternatives in the construction of a new agreement; whereas, DSN proceeds under the more restrictive conditions of an existing agreement where alternatives are limited. DSN is more likely to be adversarial and constrained by an agreement to remain in the relationship. DMN is usually characterized by joint problemsolving and the freedom to choose whether or not to enter into the relationship. 1 table and 6 references.