NCJ Number
84746
Journal
Correctional OPTIONS Volume: 2 Issue: 1 Dated: (Fall 1982) Pages: 34-42
Date Published
1982
Length
9 pages
Annotation
The process of negotiation is examined, with attention to some of the critical elements that affect the direction and outcome of negotiations. The importance of probation/parole officers understanding the art of negotiation is emphasized.
Abstract
For a negotiation to be successful, both parties must be satisfied with the outcome, and this can only occur through a cooperative effort. A failure to take a close look at what people negotiate can stifle effective negotiation. The psychological needs of the parties, although rarely expressed openly, always form part of the negotiation package. Barriers to effective negotiation include insensitivity to the needs and preferences of the negotiating partner, inability to think creatively, and an unwillingness to establish a range of positions within which settlement may be possible. A total range of options cannot be developed unless the options are evaluated against their possible consequences and the responses they will generate from the other side. Fallback positions and points of compromise need to be determined in advance. Another factor in negotiation is the use of power. Sometimes, agreement is enhanced not by acquiring power, but by giving it away. Three references are given.