The Dual Concern Model organizes negotiation strategies around concern for one’s own outcomes and the other party’s outcomes. Their combination distinguishes contending, yielding, inaction, and problem solving. These are motivational orientations, not personality labels; behavior also depends on power, trust, time, and available alternatives.
- FamilyModel
- CategoryTheories & Explanatory Models
- DomainConflict & Negotiation
What these mean
Editorial orientation · Family
Model
In this series, Model names the editorial family primarily used to understand and explain communication: theories, frameworks, effects, traditions, principles and other conceptual resources. It is an umbrella for a route into the field, not a claim that every included object is a predictive model.
Editorial orientation · Category
Theories & Explanatory Models
Explains how or why a communication process works by relating mechanisms, conditions or variables. Its value is an account that can guide inquiry into what produces an outcome, rather than a name for the outcome alone.