Principles of Expectations Trading Theory

What do I want from the other person, and how much can I give in to their wishes?

Expectation negotiation is an agreement that relates to the interaction of the expectations of two people or two parties and the contributions that each person or party can make to satisfy them. The negotiation of expectations is the communication process where the dynamics and the way in which the relationship between people or organizations develops, under situations where it must be constantly renegotiated.

Negotiation assumptions:

Life is a development of contracts that man makes with himself and with people or organizations. Much of the communication difficulties between people and organizations is due to the lack of explicit interpersonal agreements. Relationships are not productive between people and groups when There are no criteria for evaluating success or failure. Organizations generally act with very general objectives and do not establish a specific sequence of activities to evaluate success or failure.

and. When the objectives and the steps to achieve them are clear:

The parties become more committed to achieving them. The parties' emotions are better understood and accepted. The parties can influence each other.

Given the above:

"It is necessary to explicitly and operationally negotiate expectations and the means to meet them"

Expectation negotiation involves:

Know my counterpart's expectations The other know my expectations Mutual agreement is reached on expectations that can be met.

The quality of relations between people or organizations will then depend on the mutual negotiation of the expectations of the parties.

When expectations are negotiated, the parties can:

Agree with the expectations of the other and express them. (accept) Disagree with the other's expectation. (modify my expectation or terminate relationship) Partially agree. (business my expectations)

Expectations can move dynamically, which implies a constant renegotiation of expectations at appropriate times

Effects:

Greater demand in relationships Greater influence on the decisions of others Greater commitment

Explanation:

There is a phrase applied to the economy that says "No country in the world has become poorer by trading." With the same logic, the negotiation of expectations works "No company or person becomes weaker by negotiating."

When the negotiation work is carried out under a focus of mutual and permanent communication, constant monitoring, product of a clear definition of objectives, generates that the parties become more efficient, productive and dynamic.