Negotiating to Avoid Agreement

Abstract

There are many roads to NO. Some are routed there intentionally. Parties sometimes engage in negotiations even though they are determined to avoid agreement, or at least consider any agreement as incidental to their reason for negotiating. The author identifies two varieties of avoidance negotiation. Opportunistic avoidance subsumes a variety of circumstances and motivations. By contrast, demand avoidance can be comprehended in a more unitary fashion as a response to audience expectations by a reluctant negotiator. The analysis is anchored in cases drawn from a range of settings and in the negotiation literature. It includes a discussion of diagnosis, response, and implications for theory and research as well as for negotiation and mediation practice.