It also develops typologies and strategies of mediation, dealing with such aspects as leverage, bias, interest, and roles. But if you do not attend to these principles and try to cut corners, they will come back to haunt you.
No bidder is left wishing that he or she had bid more, and the high bidder is happy to pay less than was offered. This is especially true in certain cultures and in contexts where competition is fierce.
When I talked to them about negotiation and I mentioned the terms mediation and arbitration, they thought immediately of labor mediation or arbitration. In this situation, your negotiation skill is everything.
Once you understand the interests of each side, it is often possible—as in the radio station example above—to invent a clever way of having those interests dovetail. They are the underlying reasons why people become involved in a conflict.
I have used it in a limited number of real-life situations and have often used it very effectively in the laboratory. That you can trust the other side in- creases their ability to influence you.
In execu- tive and judicial decision making, decisions are deferred to higher authorities, and in these decision-making processes, there is a winner and a loser.