Mind and Heart of the Negotiator, Second Edition, The

Conclusion

Most people are involved in tacit negotiations, wherein they communicate through action and behavior. Prisoner's dilemmas and social dilemmas are characterized by the absence of contracts and enforcement mechanisms. Most people face choices between acting in a self-interested fashion or in a cooperative fashion that makes the negotiator vulnerable to exploitation. Optimal pie-expanding and pie-slicing strategies in the two-person prisoner's dilemma can be achieved via the tit-for-tat strategy, but tit-for-tat works only when a negotiator has a long-term perspective. However, many tacit negotiations within and between organizations involve more than two players and are social dilemmas. The best way to ensure cooperation from parties ...