Strategic Analysis
According to structural analysis, negotiations can therefore be described with matrices, such as the Prisoner's dilemma, a concept taken from game theory. Another common game is the chicken dilemma.
Strategic analysis starts with the assumption that both parties have a veto. Thus, in essence, negotiating parties can cooperate (C) or defect (D). Structural analysis then evaluates possible outcomes of negotiations (C, C; C, D; D, D; D, C), by assigning values to each of the possible outcomes. Often, co-operation of both sides yields the best outcome. The problem is that the parties can never be sure that the other is going to cooperate, mainly because of two reasons: first, decisions are made at the same time or, second, concessions of one side might not be returned. Therefore the parties have contradicting incentives to cooperate or defect. If one party cooperates or makes a concession and the other does not, the defecting party might relatively gain more.
Trust may be built only in repetitive games through the emergence of reliable patterns of behaviour such as tit-for-tat.
This table illustrates the options and possible outcomes of the Negotiator's Dilemma.
Read more about this topic: Negotiation Theory
Famous quotes containing the words strategic and/or analysis:
“Marriage is like a war. There are moments of chivalry and gallantry that attend the victorious advances and strategic retreats, the birth or death of children, the momentary conquest of loneliness, the sacrifice that ennobles him who makes it. But mostly there are the long dull sieges, the waiting, the terror and boredom. Women understand this better than men; they are better able to survive attrition.”
—Helen Hayes (19001993)
“The spider-mind acquires a faculty of memory, and, with it, a singular skill of analysis and synthesis, taking apart and putting together in different relations the meshes of its trap. Man had in the beginning no power of analysis or synthesis approaching that of the spider, or even of the honey-bee; but he had acute sensibility to the higher forces.”
—Henry Brooks Adams (18381918)