About | HeinOnline Law Journal Library | HeinOnline Law Journal Library | HeinOnline

24 Negot. J. 1 (2008)

handle is hein.journals/nejo24 and id is 1 raw text is: 





             Editor's Note



                   Negotiation Journal

Is everything negotiable? In their column, When 'Sacred' Issues Are at
Stake, Max Bazerman, Ann Tenbrunsel, and Kimberly Wade-Benzoni use the
internal quotations to signal that sacredness comes in different forms. Some
people may  see certain issues as not even discussable for moral or ideo-
logical reasons, while others may invoke moral principles as a bargaining
tactic to extract greater concessions. The most interesting cases may
involve issues that are pseudo-sacred, that is, nonnegotiable under certain
conditions but perhaps not under others.
    As the authors note, claims of sacredness challenge conventional nego-
tiation prescriptions, notably, the advice to search for win-win trades.
Offering someone money  in order to get her to compromise her principles,
however, may be inflammatory. When moral judgments differ, emotions flare
and rational analysis suffers. Whether a person or group can ultimately
afford to stand on principle depends, of course, on the alternative to a
negotiated agreement.
    Amy  Finnegan and Susan Hackley examine  another dimension of this
problem in their article, Negotiation and Nonviolent Action: Interacting in
the World of Conflict. Specifically, they explore the parallels and contrasts
between  the fields of negotiation and nonviolent action. The principle of
nonviolence itself can be hard to honor in harrowing situations, but it can
be a means  to confront powerful parties with the need to change their
policies and behavior. Like negotiation, its successful practice requires
patient coalition building, astute framing, and perhaps above all, the vision
to see how seemingly conflicting principles can be reconciled.
    While  Finnegan  and Hackley  focus on resolving conflict between
nations, in A Logic for the Magic of Mindful Negotiation, Darshan Brach
explores ways in which an individual can achieve better mental and emo-
tional balance. Specifically, she describes how particular forms of medita-
tion enable a negotiator to keep his or her true objectives in mind, even in
moments   of stress. By deepening awareness of other parties' needs and
feelings, it may also foster more constructive relationships.
    A very different view of negotiation is offered in A Conceptual Frame-
work  for Modeling Automated  Negotiations in Multiagent Systems. Here
the authors Mohammad Reza Ayatollahzadeh Shirazi   and Ahmad   Abdol-
lahzadeh Barfouroush present a framework  for understanding exchanges
that are facilitated electronically. In some instances, the process may be
entirely automated, where the parties are software agents or programs. In


Negotiation Journal January 2008 1

What Is HeinOnline?

HeinOnline is a subscription-based resource containing nearly 3,000 academic and legal journals from inception; complete coverage of government documents such as U.S. Statutes at Large, U.S. Code, Federal Register, Code of Federal Regulations, U.S. Reports, and much more. Documents are image-based, fully searchable PDFs with the authority of print combined with the accessibility of a user-friendly and powerful database. For more information, request a quote or trial for your organization below.



Short-term subscription options include 24 hours, 48 hours, or 1 week to HeinOnline with pricing starting as low as $29.95

Contact us for annual subscription options:

Already a HeinOnline Subscriber?

profiles profiles most