Interaction Goals in Negotiation

Abstract

Negotiation is a strategic process, carried out through maneuvers designed to accomplish goals. Most negotiation theorists, however, treat goals as global, predetermined, and static task-oriented objectives. This chapter focuses on the role of interaction goals in negotiation. Bargainers’ interaction goals are organized within a scheme that varies in two respects: type (instrumental, relational, and identity) and level of abstraction (globat, regional, local). Following the discussion of goal types, the chapter explores the dynamic and conflictual nature of negotiators’ interaction goals, and then suggests that goal analyses could shed insight into how bargaining contexts influence strategies and outcomes, and how negotiators develop expertise. A goals focus emphasizes that negotiators act purposefully but with “bounded rationality,” constantly manage conflicting objectives, and enact bargaining behavior that are guided by interaction goals but often reframe those goals.