ON NEGOTIATION
November 16 to 18, 2016 – PARIS
El próximo 18 de Noviembre, presentamos en la Escuela de Neogocios Novancia de París el siguiente paper.
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Transcending the Transaction: From Distributive and Integrative to Trans-Generational Negotiations.
Dr. Habib N Chamoun
University of St Thomas Cameron School of Business
Cameron School of Business
4414 Pine Breeze Dr
Kingwood, TX 77345
United States of America
Phone 713-8540197
E-Mail: hchamoun@me.com
Francisco Rabadan, Universidad Rey Juan Carlos
Randy D Hazlett, University of Tulsa
Raquel Ibar Alonso, Universidad San Pablo CEU
Abstract. In this paper, we identify a type of negotiation beyond the well-documented distributive and integrative categories in which the negotiators transcend the transaction and break away from the paradigms of individualism, which dictates that the only possible way to achieve success is by manipulating others, and personal gain, emphasizing selfishness. Traditionally negotiation literature covers the distributive (win-loose) and the integrative negotiations (win-win) (Fisher & Ury 1991, Patton 2005, Zartman & Berman 1982, Lewicki et al. 2007, Schneider and Honeyman 2009, Druckman et al. 1982, Raiffa 1982). However, the vision of negotiation needs to be rethought in light of human virtues (Peiper, 2003) such as fortitude, justice, prudence, temperance, and discernment.
A negotiation can only be transcendent by recognizing the human dimension of other, prioritizing being over having, respecting the dignity of others, honouring agreements and maintaining the power of the word. Negotiations conducted in this manner have the potential to extend benefits to future generations.
A statistical analysis of an opinion poll based upon 5000 homes in Spain from the CIS (Centre of Sociological Research of Spain) was used to find out what are the characteristics of groups that transcend. In the analysis, four factors (Spiritual happiness, negotiating power, interpersonal ethics, institutional ethics) and two variables (level of interpersonal trust, degree of self-empowerment) were used to form respondents identity groups (free riders, passer-by’s, pretenders, equilibrated well-positioned, outraged, equilibrated mediocre, and fighters). We observed from the statistical data the following:
• A general tendency for the groups that transcend to be more attached to good ethical behaviours with respect to both people and institutions.
• For all groups, with exception of the pretenders, transcendence increases with the degree of interpersonal trust.
• Since transcendence is directly proportional to happiness, we believe the pretenders feign happiness because their levels of happiness are higher than the rest, and we infer they don’t like to reveal that they are unhappy, since they value more position and connections than their own hard work.
Keywords: Transcendent Negotiations, Ethics, Trust, Resilience and Happiness