In negotiation, what is emphasized to reach a mutual agreement?

The emphasis in negotiation is on making counteroffers until convergence occurs because this approach fosters open communication and collaboration between the parties involved. Through counteroffers, each side can express their interests and needs, allowing for a better understanding of the other party's position. This iterative process helps both negotiators identify areas of compromise and develop solutions that can satisfy both parties, ultimately leading to a mutual agreement.

Successful negotiation often relies on the principle that both parties are willing to move from their original positions to find common ground. By engaging in back-and-forth discussions and adjusting proposals based on feedback, negotiators work towards a solution that is acceptable to everyone involved. This method encourages an atmosphere of teamwork instead of competition, which is crucial for resolving disputes and reaching agreement.

On the other hand, strategies like emotional manipulation, making high demands, or concealing important information tend to create mistrust and can lead to conflict rather than resolution. These tactics are generally counterproductive in achieving a satisfactory outcome for all parties, as they may damage relationships and hinder effective communication.