The Mutual Gains Approach (MGA) to negotiation is a process model, based on experimental findings and hundreds of real-world cases,[1][2][3][4][5][6] that lays out four steps for negotiating better outcomes while protecting relationships and reputation. A central tenet of the model, and the robust theory that underlies it, is that a vast majority of negotiations in the real world involve parties who have more than one goal or concern in mind and more than one issue that can be addressed in the agreement they reach. The model allows parties to improve their chances of creating an agreement superior to existing alternatives.
MGA is not the same as "win-win" (the idea that all parties must, or will, feel delighted at the end of the negotiation) and does not focus on "being nice" or "finding common ground." Rather, it emphasizes careful analysis and good process management.
^Susskind, L. and Cruikshank, J. (1987). Breaking the Impasse: consensual approaches to resolve public disputes. Basic Books Inc.: New York, New York.
^Susskind, L., Amundsen, O., Matsuura, M., Kaplan, M., and Lampe, D. (1999). Using Assisted Negotiation to Settle Land Use Disputes, A Guidebook for Public Officials. Consensus Building Institute and Lincoln Institute of Land Policy
^Kirk, E. Orr, P, and Keyes, D. (2008). Environmental Conflict Resolution Practice and Performance: An Evaluation Framework. Conflict Resolution Quarterly 25(3)(2008): 283-301.
^Bingham, G. (1986). Resolving environmental disputes: A decade of experience The Conservation Foundation: Washington, District of Columbia
^Lewicki, R., Gray, B., and Elliott, M. (Eds.). (2002). Making Sense of Intractable Environmental Conflicts: Concepts and Cases (first edition). Washington District of Columbia: Island Press.
^Anderson, J., and Yaffee, S. (1998). Balancing Public Trust and Private Interest: Public Participation in Habitat Conservation Planning, A Summary Report. A research report commissioned by the National Wildlife Federation. University of Michigan Press: Ann Arbor, Michigan.
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