Negotiating Partnerships: Increase profits and reduce risks

Co-operation makes serious demands on the negotiators

It’s difficult for most negotiators to get well-functioning co-operation going. They have insufficient insight into the advantages that can be realized, and they aren’t very motivated to look for co-operation. They are not aware of the demands with which the method faces them and their negotiation partners. They don’t have the ability to get the open and constructive dialogue going, and this is an unqualified precondition for getting co-operation to work.

The ability to be rational is restricted if and when they are emotionally affected by the negotiations. Threats, insecurity, and stress are countered with fight or flight — a knee-jerk reaction.