They are talking about a problem that ostensibly belongs to one of them alone yet both appear to understand that the problem must become theirs if they are to make any headway at all. They consult their relationship for clues about how to proceed. Until recently, most models of negotiation have been based on theories of economic rationality. Many negotiators and mediators now view conflict as a social process in which people in a dispute shape the nature of the problem by how they talk about it as well as by how they relate to one another. Successful negotiations require joint problem solving where the interests of all parties may be creatively represented.
Responsible outcomes exist in the context of effective relationships.
The goal of transforming conflict as often as not transforms the individuals involved in it. My own interest in negotiation developed from the base of clinical research, teaching and practice as a psychologist. As a postdoctoral fellow at the University of Michigan Psychological Clinic, I was able to study mutual influence between therapist and client. This project was part of a larger investigation of therapeutic alliance directed by Robert Hatcher, Ph.D. and his research team. The opportunity to work with colleagues on a large sample of audiotaped psychotherapy data was an invaluable part of my training.