possible consequences of this separation

 

 

 

 

 

Session 9 Class Exercise 1.

  1. Why can negotiators find themselves ‘separated’ from those they are negotiating on behalf of?
  2. What are the possible consequences of this separation?

 

 

 

 

Suggested response

The negotiator, who is ‘at the table’, will be exposed to surfacing information from the other party, they will begin to realise limitations to the negotiation outcomes, and will have an evolving understanding of what is achievable.

The principal, not having participated in the negotiation, will continue to maintain firmness on his original goals.

The consequence is that the agent and the principal will have to negotiate between them on what is an acceptable outcome.