TY - JOUR
AU1 - Sander, Frank E. A.
AU2 - Rubin, Jeffrey Z.
AB -  I t is by now standard advice to negotiators to prepare adequatelymby exploring in advance interests, options, and alternatives. Only rarely, however, do parties prepare by trying to understand the kind of negotiation they are in: either a negotiation over the terms of a relationship that is about to be created, or a negotiated settlement of a dispute in an already existing relationship (cf. Eisenberg, 1985). In this brief column, we will explore the simple difference between negotiation over entry into a relationship (what we will refer to as Deal-Making Negotiation, or DMN) and negotiation over remaining in or leaving a relationship (what we will refer to as Dispute Settlement Negotiation, or DSN). We will first look at the critical distinguishing characteristics between DSN and DMN, and then consider briefly some of the practical consequences of this distinction for more effective negotiation. By definition, DMN arises w h e n parties embark upon a deal. Typically this means the parties have had no prior dealings, and the focus is on their future relationship (e. g., A negotiates for the purchase of B's house; C Corp. agrees to sell its business to D Corp.). Although the second factor is 
TI - The Janus Quality of Negotiation: Dealmaking and Dispute Settlement
JF - Negotiation Journal
DO - 10.1111/j.1571-9979.1988.tb00453.x
DA - 1988-04-01
UR - https://www.deepdyve.com/lp/wiley/the-janus-quality-of-negotiation-dealmaking-and-dispute-settlement-tocdIm6hWa
SP - 109
VL - 4
IS - 2
DP - DeepDyve
ER -