Ways out of the Dilemma
Chance of cooperation through repetitive negotiations
- One time negotiation can be broken down into many steps (e.g. separating issues, having several meetings)
- Managers as negotiators may have to deal on many company matters over a longer time (and therefore need each other‘s coop)
- Negotiators reputation (for further negotiations) may be present even in one time negotiations
Best strategy in repetitive negotiations: TIT-FOR-TAT