Asymmetric negotiation is an influence that occurs between counterparts of significantly different sizes as measured by the parties' relative resources and clout in a particular context. The context for these negotiations or conflicts can range from mergers & acquisitions and international trade deals,[1] to hostage-takings and initiating change at a local school board.
A larger party in one context can be a smaller party in another. For instance, a US corporation may be a much larger buyer in an asymmetric negotiation with a North American supplier, while reduced to being a relatively small player overseas in negotiations with the European Union where it has fewer resources and less clout.
Just as in asymmetric warfare, research has shown that smaller players can prevail in getting what they want from much larger players by applying distinct approaches, strategies and tactics that increase their odds of success.[2]
This specific form of negotiation contrasts with symmetrical or standard negotiations where the parties are more similar in size.
- ^ Pretsch, Frank; Landau, Alice. "Symmetry and Asymmetry in International Negotiations" (PDF). International Negotiation. Archived from the original (PDF) on 2017-08-12. Retrieved 2017-08-08.
- ^ Johnston, Peter D. (2008). Negotiating with Giants. United States: Negotiation Press. pp. 1–16. ISBN 978-0980942101.
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