Most are familiar with the stereotype of hard-bargaining negotiators. They start with outrageous demands, make threats and use other tactics to get what they want. One side typically starts high, the other low. In this form, negotiation is viewed as a game where each side tries to get the best deal for themselves. Neither side exhibits concern for the other side.
Negotiation can also assume the form of problem solving .
In this form, each side attempts to meet the other side's interest as well as their own interest. By thoroughly understanding their own interest as well as the other side's interest, both sides are often able to arrive at solutions which neither alone could have envisioned or made possible. In this type of negotiation each side recognizes and accepts the legitimate interest of the other and they are committed to dealing with differences constructively in order to advance their own self-interest. The behaviors necessary to succeed in these two forms of negotiation are very different. When viewed as a problem solving exercise with concern for the interests of the others, negotiation can become a very powerful tool for addressing natural resource disputes.