But cooperative negotiation is when both parties have the same information and the same goals but different constraints. Or they have the same information but different goals.
Then you work together to come up with a plan that meets both needs, but most likely each side must compromise a bit.
That is the negotiation skill that is most important in business, and that is not the skill used when negotiating salaries in most cases.
Although as it turns out my last salary negotiation was in fact a cooperative negotiation, where I made an offer and was then told I asked too low and they offered me more than I asked for.
Not sure this view relates to any of the actual literature on negotiations outside of NVC (which is a cult), or any significant experience in negotiations. It is quite patronizing though. The game of putting a lack of virtuousness on others and transferring responsibility to others for the tone is not negotiation. I think psychologists call it gaslighting.
Telling the person you're negotiating with that they are just being confrontational is simple passive aggression.
After reading GTY, I recommend DeMesquita and Pfeffer, then, go back to Cialdini through a modern lens.
But cooperative negotiation is when both parties have the same information and the same goals but different constraints. Or they have the same information but different goals.
Then you work together to come up with a plan that meets both needs, but most likely each side must compromise a bit.
That is the negotiation skill that is most important in business, and that is not the skill used when negotiating salaries in most cases.
Although as it turns out my last salary negotiation was in fact a cooperative negotiation, where I made an offer and was then told I asked too low and they offered me more than I asked for.