You can’t always Get what you Want: Strategic Issues in Negotiation Part 2

AbstractNegotiation is a process based on strategic choices. Each participant must fix carefully its objectives and decide what are the most appropriate ways and means in order to attain those. The choice of a strategy can be influenced by many factors like the concern for the other party's outcome or even the context but as seen in a previous article, strategic issues are mostly based on three essential driving forces: the negotiator's power, the level of trust and the nature or level of stakes. In this paper our intention is to clarify the aspects and elements of the relationship between the determinants of a strategic choice within a limited number of options in a specific negotiation and the usual driving forces. This should allow uncovering new hypotheses for experimental research