A New Perspective on Negotiation: Situational Negotiation

Abstract

In recent years, the concept of negotiation has positioned itself in an important place in many areas where communication is prominent. Negotiation is an effective road map for individuals to reach consensus through collective decisions. Today, negotiation is becoming a communication mechanism that is used in many individual or social situations with different approaches and effective application areas. Based on the aforementioned features of negotiation, this study criticizes the two most widely known and applied models of negotiation, the “Principled Negotiation Technique” and the “Tactical Empathy Model”, from different perspectives, states that “culture” should be taken into account in negotiation, and tries to express a new negotiation approach by emphasizing “contingency” and “context”. The negotiation approach put forward is called “Situational Negotiation”. In this study, it is aimed to present a different perspective on negotiation by explaining the basic logic of Situational Negotiation, explaining its components and comparing it with generally accepted negotiation styles.