Nine Degrees of Uncertainty in Negotiations

Joint decision-making processes such as negotiations play a vital role in diverse societal contexts spanning from business and politics to sustainability-related negotiations. One of the most prominent examples how an important overcoming challenges was COVID-19 vaccine supply These have put spotlight on aspect joint that always has been great interest both negotiation researchers practitioners yet remains empirically understudied—the effect uncertainty. In present article, we develop framework uncertainty using between European Union pharmaceutical companies example. More specifically, categorize different kinds based mathematical considerations (i.e., differentiation risk, ambiguity, uncertainty) well more circumstantial factors. To do so, adapted nine environmental governance proposed by Dewulf Biesbroek general context We first differentiate three natures lack knowledge, unpredictability, interpretations) objects issue-based, strategy-based, context-based). Second, illustrate psychological barriers negotiators face when handling uncertainty, before concluding with proposals for manage Overall, aim at stimulating investigations effects mixed-motive while simultaneously helping teachers better cope additional demands created specific