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Strategies for Conflict

In: Negotiating Life

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  • Jeswald W. Salacuse

Abstract

Negotiations are all about interests. Individuals, organizations, and nations almost always pursue their perceived interests in interactions with other individuals, corporations, and nations. What is an interest? It’s what a person cares about; it’s what people consider important to attain their goals. Within the realm of diplomacy, the importance of interests is underscored by the often quoted view that “nations don’t have friends, they have interests.” Like nations, individuals also pursue their interests, although for some people, friendship is an important interest in itself. Individuals, organizations, and nations negotiate to secure desired benefits or advantages from other individuals, organizations, and nations so as to be in a better place than before negotiations began. On the other hand, whenever an improvement in your situation is impossible, the option of negotiation is pointless. To know whether you have reached that point, you must fully understand the interests at stake.

Suggested Citation

  • Jeswald W. Salacuse, 2013. "Strategies for Conflict," Palgrave Macmillan Books, in: Negotiating Life, chapter 2, pages 7-17, Palgrave Macmillan.
    • Handle: RePEc:pal:palchp:978-1-137-31874-9_2
    DOI: 10.1057/9781137318749_2
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