I Want the Opposite of What You Want: Reducing Fixed-Pie Perceptions in Online Negotiations

Authors

Laura Klaming
Jelle van Veenen
Ronald Leenes

Abstract

Negotiators typically believe their opponents' interests are diametrically opposed to their own. The existence of these fixed-pie perceptions has been identified as a major cause of ineffective conflict resolution and seem to be relatively resistant to change. In contrast to what negotiators typically believe, most conflict situations contain potential for solutions that benefit both parties instead of favoring one party at the expense of the other. Integrative agreements can be reached if opposing negotiators realize that they might have different priorities.

Recommended Citation

Laura Klaming, Jelle van Veenen, and Ronald Leenes, I Want the Opposite of What You Want: Reducing Fixed-Pie Perceptions in Online Negotiations, 2009 J. Disp. Resol. (2009)
Available at: https://scholarship.law.missouri.edu/jdr/vol2009/iss1/5