Topics: Negotiation, Dispute resolution, Negotiation theory Pages: 6 (1991 words) Published: April 25, 2011
Negotiation is a dialogue between two or more people or parties, intended to reach an understanding, resolve point of difference, or gain advantage in outcome of dialogue, to produce an agreement upon courses of action, to bargain for individual or collective advantage, to craft outcomes to satisfy various interests of two person/ parties involved in negotiation process. Negotiation is a process where each party involved in negotiating tries to gain an advantage for themselves by the end of the process. Negotiation is intended to aim at compromise. Negotiation occurs in business, non-profit organizations, government branches, legal proceedings, among nations and in personal situations such as marriage, divorce, parenting, and everyday life. The study of the subject is called negotiation theory. Professional negotiators are often specialized, such as union negotiators, leverage buyout negotiators, peace negotiators, hostage negotiators, or may work under other titles, such as diplomats, legislators or brokers.

In simplest terms, negotiation is a discussion between two or more disputants who are trying to work out a solution to their problem. This interpersonal or inter-group process can occur at a personal level, as well as at a corporate or international (diplomatic) level. Negotiations typically take place because the parties wish to create something new that neither could do on his or her own, or to resolve a problem or dispute between them. The parties acknowledge that there is some conflict of interest between them and think they can use some form of influence to get a better deal, rather than simply taking what the other side will voluntarily give them. They prefer to search for agreement rather than fight openly, give in, or break off contact.

When parties negotiate, they usually expect give and take. While they have interlocking goals that they cannot accomplish independently, they usually do not want or need exactly the same thing.This interdependence can be either win-lose or win-win in nature, and the type of negotiation that is appropriate will vary accordingly. The disputants will either attempt to force the other side to comply with their demands, to modify the opposing position and move toward compromise, or to invent a solution that meets the objectives of all sides. The nature of their interdependence will have a major impact on the nature of their relationship, the way negotiations are conducted, and the outcomes of these negotiations.

NEGOTIATION TACTICS are a set of skills for life. We are constantly negotiating through life, and we all find ourselves in a negotiation situation at some time. Whether you are negotiating a multimillion dollar deal, negotiating a salary rise, negotiating with the car salesman or just negotiating with your partner or children, we all negotiate through our life. I have been negotiating deals for large corporate companies and media companies for over twenty years, and yet I still find myself in situations where I end up in a negotiation with my four year old daughter over how much candy she can have. I say she can have one, she says three, we settle on two. How does a four year old know some of these negotiation tactics? And what can we learn from children’s behaviour. Negotiating is an essential skill set that we pick up at an early age as we are developing, yet how come so many of us lose that skillset as we become older. Negotiation tactics are a set of tools, that we can draw on in any negotiation siutation. Only when we truely understand the tools in our tool box, and which tools to draw upon to suit the negotitaion situation we are in, can we become true negotiators.

but, there are some different part, including hardball tactics and good negotiation. Successful negotiating involves trading-off between getting along with people and getting what you want. All negotiators face this dilemma: “How can I get what I really desire and yet maintain a friendly...
Continue Reading

Please join StudyMode to read the full document

Become a StudyMode Member

Sign Up - It's Free