Negotiations vs. Confrontation: A Possible Explanation of the Empirical Results

Abstract

A recent book promoting negotiations as an alternative to confrontations cites the empirical evidence that in business situations, confrontational attitude leads, on average, to a 75% loss in comparison with negotiations. An additional empirical fact is that only in 10% of the cases, negotiations are not possible and confrontation is inevitable. Mathematics Subject Classification: 91A12, 91A90