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Negotiation

In: On Politicking

Author

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  • Ralph Pettman

Abstract

The second way people practice politicking is negotiation. This relies on persuasion rather than coercion and is usually done by people who see human nature as basically calculating and opportunistic. They think it's possible to do better than dog-eat-dog since they assume people can and do respond to the positive version of tit-for-tat, that is, you be nice to me and I'll be nice to you. They see power as cooperative rather than competitive, and morality in terms of fairness and reciprocity rather than might-makes-right. Because of politicking like this, it's possible to have not only the rule of law but also particular laws and all organizations.

Suggested Citation

  • Ralph Pettman, 2025. "Negotiation," Springer Books, in: On Politicking, chapter 0, pages 33-47, Springer.
    • Handle: RePEc:spr:sprchp:978-981-96-5334-8_3
    DOI: 10.1007/978-981-96-5334-8_3
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