NCJ Number
159268
Journal
Negotiation Journal Volume: 11 Issue: 4 Dated: (October 1995) Pages: 391-401
Date Published
1995
Length
11 pages
Annotation
While negotiation scholars have concentrated on developing theories and principles related to their work, they have devoted considerably less attention to the process of actually advising negotiators.
Abstract
Advice to negotiators comes in many forms; despite differences in form, all advice is essentially a communication from one person (the advisor) to another (the client) to determine a course of action for a particular problem. Relationships between advisors and clients demonstrate many variables but tend to follow one of three basic models: (1) advisor as director; (2) advisor as servant; and (3) advisor as partner. The precise nature of the advisor-client relationship depends on several factors, including the experience and personality of the advisor and the negotiator, the nature of the conflict to be resolved, and the organizational setting in which advising occurs. Suggestions are offered on how the advisor can manage the advising relationship effectively in order to help the client. These suggestions include knowing the client, helping the client, agreeing on the advisor's role, making the advising process clear and constructive, and knowing when to stop the advising process. 6 references and 3 notes