Negotiation in Relation to Egoism and Altruism

Abstract

The influence of the negotiators on the negotiation is significant. Negotiation motivation is an essential factor influencing negotiations' approach, process, and outcome. Much of the literature on negotiation refers to self-interest and altruism. However, few have specifically compared the differences and similarities between the two in terms of negotiation motivations, methods, and outcomes, hence the contribution of this study. This dissertation examines these aspects and finds that although the motivations of egoism and altruism are different in most cases, they have one thing in common: the desire to negotiate successfully. However, due to the interest issues, egoism and altruism can have some differences in how they negotiate during the negotiation process that can affect the negotiation outcome. Poor communication, inability to find a win-win solution, too much altruism and self-interest negotiation can make the negotiation unsuccessful or unsatisfactory. This thesis proposes to face these problems by communicating more, listening more, and understanding the other side.