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A negotiation in Middlemarch
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Read, Daniel and Hills, Thomas Trenholm (2021) A negotiation in Middlemarch. Negotiation Journal, 37 (2). pp. 203-220. doi:10.1111/nejo.12355
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Official URL: https://doi.org/10.1111/nejo.12355
Abstract
We analyse a negotiation drawn from George Eliot’s great novel Middlemarch: A Study of Provincial Life. Eliot is renowned for being one of the most perceptive chroniclers of social interaction, and she understood the process of negotiation and its role in the community perhaps as well as anyone. The negotiation in question is between a wealthy banker and one of his former associates who sets out (or perhaps just ends up) blackmailing him. We discuss a wide range of negotiation principles, and show how it provides insights into the importance of the prenegotiation, the role of preparation, empathy and the fostering of relationships (even when you would prefer not to), and the problems of focusing on one’s own BATNA rather than your counterparts’. We consider six key negotiation lessons for the fictional negotiator (and for us). We also consider how negotiation can be difficult when not only material goods are being negotiated, but also one’s self-regard. We conclude with a brief account of how both fictional and “non-fictional” negotiations can contribute to our understanding of how to learn about and improve negotiation practice.
| Item Type: | Journal Article | ||||||
|---|---|---|---|---|---|---|---|
| Subjects: | B Philosophy. Psychology. Religion > BF Psychology | ||||||
| Divisions: | Faculty of Social Sciences > Warwick Business School | ||||||
| Library of Congress Subject Headings (LCSH): | Negotiation, Eliot, George,1819-1880, Compromise (Law), Negotiation in business | ||||||
| Journal or Publication Title: | Negotiation Journal | ||||||
| Publisher: | Wiley-Blackwell Publishing Ltd. | ||||||
| ISSN: | 0748-4526 | ||||||
| Official Date: | 5 May 2021 | ||||||
| Dates: |
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| Volume: | 37 | ||||||
| Number: | 2 | ||||||
| Page Range: | pp. 203-220 | ||||||
| DOI: | 10.1111/nejo.12355 | ||||||
| Status: | Peer Reviewed | ||||||
| Publication Status: | Published | ||||||
| Publisher Statement: | "This is the peer reviewed version of the following article: Read, D. and Hills, T. (2021), A Negotiation in Middlemarch. Negotiation Journal, 37: 203-220., which has been published in final form at https://doi.org/10.1111/nejo.12355. This article may be used for non-commercial purposes in accordance with Wiley Terms and Conditions for Use of Self-Archived Versions." | ||||||
| Access rights to Published version: | Restricted or Subscription Access | ||||||
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