Zartman’s Theory of Negotiation

Zartman's Theory of Negotiation emphasizes that some disputes reach a critical point called the "ripeness" stage, where both parties see resolution as necessary and feasible. Negotiations are most effective when they occur during this window of opportunity, often triggered by external events or internal shifts. The theory suggests that successful negotiation depends on timing and readiness, rather than just the content of the discussions. In essence, it highlights the importance of recognizing when the parties are prepared to make concessions and seek solutions, increasing the chances of reaching an agreement.