What is the Dual Concern Model
The dual concern model is a model that shows all possible outcomes of a negotiation, or the outcome of two or more common goals. As its name, these outcomes are assigned by the two concerns of the negotiator. The dual concern model of conflict resolution arises from two factors which include concern about others’ outcomes and concern about their own outcomes.
The results from the dual concern model are the following five possible outcomes for the business negotiation:
- Yielding
- Inaction
- Compromising
- Problem Solving
- Contending
The negotiator uses these five outcomes of the dual concern model to determine what is negotiation strategy should be used to reach the expected results.
Yielding
Yielding is an outcome where the negotiator is concerned about the outcome of others’ outcomes more than their own outcomes.
In this negotiation, the negotiator may allow the other party to have more benefits, or all benefits to maintain the long-term relationship between each other.
Inaction
Inaction is doing nothing. In the negotiation, this inaction is results when both parties in the negotiation do not concern about their own outcomes. In other words, both negotiators don’t care about the results of this negotiation.
So, do nothing (don’t negotiate) is the way out for this kind of negotiation, because both parties need nothing.
Compromising
Compromising is the outcome where both parties are concerned about their own outcome in the medium level.
The result of compromising negotiations will be integrative negotiation, both negotiators will have mutually benefit from the negotiation.
Problem Solving
Problem-solving is an outcome when both parties are highly concerned about their outcome and other party’s outcome.
The result of problem-solving negotiations will be integrative negotiation (like compromising), but in this situation, both parties tend to keep a relationship in long term for higher benefit (in the future).
Contending
Contending is the result when the negotiator is concerned about their own outcomes more than the others’ outcomes. To put it simply, the negotiator in this negotiation need to win and take all (or take much as they can).
For this negotiation, the negotiation outcome will be distributive negotiation, where each party will seek as much benefit as possible from this negotiation.
