Abstract
To ensure success in resolving difficult disputes, negotiators mustmake strategic decisions about their negotiation approach. In this essay,we make practical recommendations for negotiation strategy based on Ury,Brett, and Goldberg's (1993) interests, rights, and power framework fordispute resolution and subsequent empirical research by Brett, Shapiro, andLytle (1998). We discuss how negotiations cycle through interests, rights,and power foci; the prevalence of reciprocity; and the one-sided,distributive outcomes that result from reciprocity of rights and powercommunications. We then turn to using interests, rights and powerstrategically in negotiations. We discuss choosing an opening stragegy,breaking conflict spirals of reciprocated rights and power communications,and when and how to use rights and power communications effectively innegotiations.
This is a preview of subscription content, log in via an institution to check access.
Similar content being viewed by others
REFERENCES
Bazerman, M.H. and M.A. Neale. 1992. Negotiating rationally. New York: The Free Press.
Brett, J.M., D.L. Shapiro, and A.L. Lytle. 1998. Breaking the bonds of reciprocity in negotiations. Academy of Management Journal 41(4): 410-426.
Deutsch, M. 1973. The resolution of conflict: Constructive and destructive processes. New Haven: Yale University Press.
Donohue, W.A. 1981. Analyzing negotiation tactics: Development of a negotiation interact system. Human Communication Research 7: 273-287.
Fisher, R., W.L. Ury, and B. Patton. 1991. Getting to YES: Negotiating agreement without giving in. 2nd ed. New York: Penguin.
Goldberg, S.B. and J.M. Brett. 1995. Rapid Printing vs. Scott Computers. In Dispute Resolution Research Center teaching manual. Evanston, Ill.: Northwestern University.
Gottman, J.M. 1979. Marital interaction: Experimental investigations. New York: Academic Press.
Lerner, H.G. 1985. The dance of anger. New York: Harper & Row.
Lewicki, R. J., J.A. Litterer, J.W. Minton, and D.M. Saunders. 1994. Negotiation. Burr Ridge, Ill.: Irwin.
Lindskold, S. and R. Bennett. 1973. Attributing trust and conciliatory intent from coercive power capability. Journal of Personality and Social Psychology 28: 180-186.
Olekalns, M., P.L Smith, and T. Walsh. 1996. The process of negotiating: Strategy and timing as predictors of outcomes. Organizational Behavior and Human Decision Processes 68: 68-77.
Osgood, C. 1962. An alternative to war or surrender. Urbana: University of Illinois Press.
Pruitt, D.G. 1981. Negotiation behavior. New York: Academic Press.
Pruitt, D.G. and P. Carnevale. 1993. Negotiation in social conflict. Pacific Grove, Calif.: Brooks-Cole.
Putnam, L.L. 1990. Reframing integrative and distributive bargaining: A process perspective. In Research on negotiation in organizations, vol. 2, edited by B.H. Sheppard, M.H. Bazerman, and R. J. Lewicki. Greenwich, Conn.: JAI Press.
Putnam, L.L. 1983. Small group work climates: A lag sequential analysis of group interaction. Small Group Behavior 14: 465-494.
Putnam, L.L. and M. Holmer. 1992. Framing, reframing, and issue development. In Communication and negotiation, edited by L. L. Putnam and M. E. Roloff. Newbury Park, Calif.: Sage.
Putnam, L.L. and T.S. Jones. 1982. Reciprocity in negotiations: An analysis of bargaining interaction. Communication Monographs 49: 171-191.
Rubin, J.Z. and B.R. Brown. 1975. The social psychology of bargaining and negotiation. New York: Academic Press.
Rubin, J.Z., D.G. Pruitt, and S.H. Kim. 1994. Social conflict. 2nd ed. New York: McGraw-Hill.
Schelling, T.C. 1960. The strategy of conflict. Cambridge, Mass.: Harvard University Press.
Thompson, L. 1998. The mind and heart of the negotiator. New Jersey: Prentice Hall.
Tinsley, C.H. 1998. Models of conflict resolution in Japanese, German, and American cultures. Journal of Applied Psychology 83: 316-323.
Tinsley, C.H. 1997. Understanding conflict in a Chinese cultural context. In Research on negotiation in Organizations, vol. 9, edited by R. Bies, R. J. Lewicki, and B. Sheppard. Beverly Hills, Calif.: Sage.
Tyrrell, P. 1993. Cathay ready to reinstate cabin crew. South China Morning Post, 20 January 1993.
Ury, W.L. 1991. Getting past no: Negotiating with difficult people. New York: Bantam Books.
Ury, W.L., J.M. Brett, and S.B. Goldberg. 1993. Getting disputes resolved. 2nd ed. San Francisco: Jossey-Bass.
Walton, R.E. and R. B. McKersie 1991. A behavioral theory of labor negotiation: An analysis of a social interaction system, 2nd ed. Ithaca, N.Y.: ILR Press.
Weingart, L.R. 1997. How did they do that? The ways and means of studying group processes. In Research in organizational behavior, vol. 19, edited by L.L. Cummings and B.M. Staw. Greenwich, Conn.: JAI Press.
Weingart, L.R., L.L. Thompson, M.H. Bazerman, and J.S. Carroll, 1990. Tactical behavior and negotiation outcomes. International Journal of Conflict Management 1: 7-31.
Author information
Authors and Affiliations
About this article
Cite this article
Lytle, A.L., Brett, J.M. & Shapiro, D.L. The Strategic Use of Interests, Rights, and Power to Resolve Disputes. Negotiation Journal 15, 31–52 (1999). https://doi.org/10.1023/A:1007562118762
Issue Date:
DOI: https://doi.org/10.1023/A:1007562118762