Goal-oriented balancing: happy–happy negotiations beyond win–win situations

Abstract

Purpose This paper aims to suggest a dynamic model incorporating the important dimensions that exist in negotiation processes. Design/methodology/approach To produce a general and conceptual theory of negotiation, the grounded theory methodology is deployed. Findings The core process in this model is dubbed “goal-oriented balancing” and describes how he negotiator is continuously balancing opposing, and seemingly contrasting, forces in a situation specific and dynamic manner to reach agreements. Based on these findings, this study also suggests a concept to describe negotiations that is focused on collaboration and that is not an oxymoron as is the concept of “win–win”. Practical implications This conceptual model can be used by managers and practitioners to navigate in a negotiation process. Originality/value This is the first grounded theory study in negotiation research and attempt to describe negotiation processes as dynamic events in which different dimensions are managed simultaneously.

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“…As per the dictionary, the concept is defined as "advantageous or satisfactory to all parties involved". In spite of the fact that some experts regard this concept as an oxymoron [1,2,3,4], it has captivated practically almost everyone on the planet and is used on a daily basis by almost everyone. Furthermore, it piqued academics interest in a wide range of topics and study disciplines, including Economy [1,5,6,7,8,9], Business [10,11,12,13,14], Game Theory [15,16,17,18,19,20], Sustainability [21,22,23], Biology [24,25,26,27,28], Policy [29,30,31],…”

“…The authors of [1] proposed Goal-oriented balancing: happy-happy negotiations beyond win-win situations, suggesting that the term "win-win" is an oxymoron because it juxtaposes aspects that are incompatible (Only winners are possible because winning implies that someone will lose). As a result, they proposed the term "happy-happy situation" to better explain the heart of a successful negotiating process, suggesting that both parties should be satisfied.…”

“…As a result, they proposed the term "happy-happy situation" to better explain the heart of a successful negotiating process, suggesting that both parties should be satisfied. According to [1], the concept "happy-happy" offers a number of advantages, including:…”