Leading Negotiation Theory
and Practices
in the U.S. and China
Anna Spain
Assistant Director of the UCLA Burkle Center for
International Relations
Co-Director of Leading Negotiations at Weimin Consulting,
LLC in Beijing, China
Primary Negotiation Theory
4 Traditional Models
Classical Model: process analysis and haggling
Win-Win Approach: focus on interests not
positions (Roger Fisher’s Getting to Yes)
Mutual Gains Approach: win-win, collective
bargaining and enlarging the pie
Consensus Building Approach:
unanimous agreement seeking process (Susskind)
Negotiation Trends in the U.S.
Second Generation Approach: moving
from study of processes/methods to systems
Dispute Systems Design: introducing the
three pillar approach (Ury, Brett, Goldberg)
International Applications:
- Cross-cultural considerations
(Christopher Moore)
- International organizational challenges
(Connie Peck)
Source: Eric Brahm and Julian Ouellet, Designing New Dispute Resolution
Systems, September 2003 at
http://www.beyondintractability.org/essay/designing_dispute_systems/.
Negotiation Trends in China
First Generation Approach: Current
Use of Primary Negotiation Theory
Increasing Training and Capacity:
Peking University Center for Negotiation in March 2008
New Government Use: A new Party? “Rule
by Group Consensus?”