DECISION

1
DECISION

• Gilles Gauthier
• Institute of Applied Economics

Source Dupont, Christophe. La négociation, 4tj
edition, Dalloz, 1994, p. 26-30.
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DECISION

• NEGOTIATION IS A METHOD OF DECISION-MAKING
  CARACTERISED
• BY THE PRINCIPLE OF UNANIMITY
• A CONFLICTUAL POSITION
• IS TRANSFORMED
• INTO A COMMON POSITION

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DECISION

• WHAT CAN BE DONE IF A PERSON
• 1 DOES NOT WANT TO NEGOTIATE?
• 2 DOES NOT WANT TO CUT ALL CONTACT AND ACT
  ALONE?
• 3 DOES NOT WANT TO GIVE IN?

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DECISION

• A. TAKING A DECISION
• 1. Imposed decision
• - use of force on coercion (confrontation).
  
• - use of manipulation (pseudo- negotiation)
• - put it in the hands of competition
  (market).

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DECISION

• 2. Decision by a third party
• - authority.
• - judiciary.
• - quasi judiciary (arbitration).
• 3. Decision by voting
• - winning.
• - coalition.

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DECISION

• 4. Decision by submitting to practices, customs,
  rules, laws
• 5. Decision by technical or social optimization
• - consensus.
• - pure problem-solving.
• - technical optimization in concert.
• - experts.

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DECISION

• B. NOT TAKING A DECISION
• 6. Decision in waiting
• - differed decision.
• - consultation.
• 7. Decision refused
• - avoidance or dodging (denial).
• - deteriorating situation.
• - continual argumentation.