Mind and Heart of the Negotiator, Second Edition, The

Business as a Social Dilemma

At least four challenges of the future suggest that people will have to learn how to engage in effective tacit negotiation and intelligently navigate social dilemmas, both inside their own companies as well as with other companies.

Decentralization

Many companies are moving away from top-down, hierarchical management systems to decentralized management systems, where managers are empowered to make decisions, broker deals, and capitalize on opportunities. However, because of decentralization of business units, there is often conflict of interest—meaning that the parties involved have their own interests in mind, which are not necessarily aligned with those of others. In these situations, managers face a choice between ...