Triple Contingency Model

The triple contingency model in negotiations states a negotiator must be effective in 1) mastering the substance (planning), 2) building relationships and trust, and 3) managing the negotiation process. Further, this model is dynamic and takes place in the context of time. “The implication of the triple contingency model is that negotiators have to use their multiple intelligences to operate effectively and simultaneously in the three areas” (Benoliel & Cashdan).

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