Concern for Self Versus Others
Pruitt (1981) proposed a strategic choice framework for understanding negotiators’ behaviors and conflict management processes (see also Pruitt & Carnevale, 1993; Rubin, Pruitt, & Kim, 1994).
Following Blake and Mouton’s (1964) Dual Concern Model, Pruitt suggested that a negotiator’s strategic choices will be based on the strength of two orthogonal (rather than opposing) concerns: concern about own outcomes (self) and concern about the counterparty’s outcomes (other). When both concerns are strong, negotiators are likely to choose a problem-solving negotiation strategy, aiming to find solutions that will satisfy the interests of all parties. When negotiators are most concerned about their own outcomes, they will choose a contending strategy, aiming to advance only self-interest. However, when negotiators are most concerned about the other’s outcomes, they will choose a yielding strategy. Finally, when negotiators are not concerned about either person’s outcomes, they will choose not to negotiate (withdrawal). According to Pruitt (1981), negotiators can apply the first three strategies interchangeably, sequentially, and at varying degrees of intensity (vigor) to elicit joint gains.
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