Question

4. In a short essay, explain Kelley’s two dilemmas in Mutual Adjustment. What are they, and the role they play in negotiation?

Answer 1

Kelley's two dilemmas in Mutual Adjustment are:

1. The dilemma of honesty: These concerns about how much truth tell the other party and how much truth one tells. It is because not telling can create stalemate and no settlement and telling too much can make one venerable.

2. The dilemma of trust: This is about how much should negotiators believe about what the other party tells them.

• Problem is that if one believes everything they say, they can take advantage of you, but if you cannot agree on a single point then it will be very difficult to reach to an agreement.
• How much trust to other party should come from the reputation of other person, how he has treated you and understanding your circumstances.