negotiator's dilemma

The negotiator's dilemma involves balancing cooperation and assertiveness. If both parties are too tough or uncooperative, negotiations may break down or result in unfavorable outcomes. Conversely, if one is too accommodating, they risk being exploited or accepting less than they deserve. Effective negotiators must find the right balance—being firm enough to protect their interests but also flexible enough to reach an agreement. This tension between assertiveness and cooperation creates a dilemma, as each side's strategy depends on predicting and responding to the other's approach to achieve a mutually beneficial outcome.