Contact Us

If you still have questions or prefer to get help directly from an agent, please submit a request.
We’ll get back to you as soon as possible.

Please fill out the contact form below and we will reply as soon as possible.

  • Courses
  • Home
  • Business Management & Operations
  • Business Communications & Negotiation

Negotiation Strategic Planning - Social Context

Written by Jason Gordon

Updated at December 20th, 2020

Contact Us

If you still have questions or prefer to get help directly from an agent, please submit a request.
We’ll get back to you as soon as possible.

Please fill out the contact form below and we will reply as soon as possible.

  • Accounting, Taxation, and Reporting
    Managerial & Financial Accounting & Reporting Business Taxation
  • Law, Transactions, & Risk Management
    Government, Legal System, Administrative Law, & Constitutional Law Legal Disputes - Civil & Criminal Law Agency Law HR, Employment, Labor, & Discrimination Business Entities, Corporate Governance & Ownership Business Transactions, Antitrust, & Securities Law Real Estate, Personal, & Intellectual Property Commercial Law: Contract, Payments, Security Interests, & Bankruptcy Consumer Protection Insurance & Risk Management Immigration Law Environmental Protection Law Inheritance, Estates, and Trusts
  • Marketing, Advertising, Sales & PR
    Principles of Marketing Sales Advertising Public Relations SEO, Social Media, Direct Marketing
  • Business Management & Operations
    Operations, Project, & Supply Chain Management Strategy, Entrepreneurship, & Innovation Business Ethics & Social Responsibility Global Business, International Law & Relations Business Communications & Negotiation Management, Leadership, & Organizational Behavior
  • Economics, Finance, & Analytics
    Economic Analysis & Monetary Policy Research, Quantitative Analysis, & Decision Science Investments, Trading, and Financial Markets Banking, Lending, and Credit Industry Business Finance, Personal Finance, and Valuation Principles
  • Professionalism & Career Development
  • Courses
+ More

How do you assess the Social Context when strategically planning a negotiation?

A negotiator must understand the social context of the negotiation. 

Negotiation occurs in a context of rules, such as customs, habits, situations, cultural norms, religious doctrine, laws, and political pressures. 

Understanding the social constraints on the negotiation, particularly social pressures, is extremely important. 

Next Article: Factors understood to affect strategy in a negotiationBack to: NEGOTIATIONS

Team and Multi-Party Negotiations Affect Social context

The negotiation becomes far more complex when there are multiple parties in the negotiation. 

Team negotiations involve multiple individuals representing each negotiating party. 

Multiple parties often lead to the formation of factions and coalitions. 

Negotiators may also have constituents whom they serve in the negotiation. 

Multi-party or team negotiations is discussed in detail in subsequent material. The following sample questions may be useful in understanding the social context: 

  • Are there team dynamics at stake on either side of the negotiation? 
  • Are there any third parties of interest, such as constituents represented in the negotiation? 
  • Will anyone else be affected by the negotiation outcome? 
  • Is there a prior relationship between the parties? 
  • Will the relationship be affected by the outcome of the negotiation? 
  • What social norms, customs, or rituals apply to the negotiation? 
  • Are there legal or political pressures at stake? 

Discussion: Do you agree that the social context of a negotiation is important to understand? Can you give an example of how social context can affect a negotiation? Which aspect included in social context do you find most important?

Was this article helpful?

Yes
No

Related Articles

  • Process for Written Communication - Explained
  • Tactics to Persuade in a Negotiation - Explained
  • Information Flow: Within Organization
  • Communicating via Memorandum or Letter

©2011-2021. The Business Professor, LLC.
  • Privacy

  • Questions

Definition by Author

0
0
Expand