Ob : Negotiation
NEGOTIATION
Let us move from the era of confrontation to the era of negotiation. - Richard M. Nixon
ABSTRACT:
Negotiation is one of the most common approaches used to make decisions and manage disputes. It is also the major building block for many other alternative dispute resolution procedures.
Similarly Business Negotiations is intended to be an intellectually challenging and dynamic elective course to assist in developing critical negotiation skills used in daily business activities.
Managers negotiate with employees, salesperson negotiates with customers, employees’ covering up for each other for future mutual benefits are also examples of negotiation. In today’s organizational structure a common boss for multiple colleagues makes it important for a person to have negotiation skills. A successful negotiator knows the importance of finding balance between accomplishing business objectives (“keeping your eyes on the prize”) and nurturing and building relationship with clients for long-term mutual success.
Negotiation is the principal way that people redefine an old relationship that is not working to their satisfaction or establish a new relationship where none existed before. Because negotiation is such a common problem-solving process, it is in everyone 's interest to become familiar with negotiating dynamics and skills.
In this conceptual paper we will see the introduction to negotiation and details of negotiation.
INTRODUCTION:
What is negotiation?
We can define negotiation as a process that occurs when two or more parties decide how to allocate scarce resources. Although we commonly think of the outcomes of negotiation in one shot economic terms, like negotiating over the price of a car every negotiation in every organisations also affects the relationship between the negotiators and the way the negotiators feel about themselves.
Let us move from the era of confrontation to the era of negotiation. - Richard M. Nixon
ABSTRACT:
Negotiation is one of the most common approaches used to make decisions and manage disputes. It is also the major building block for many other alternative dispute resolution procedures.
Similarly Business Negotiations is intended to be an intellectually challenging and dynamic elective course to assist in developing critical negotiation skills used in daily business activities.
Managers negotiate with employees, salesperson negotiates with customers, employees’ covering up for each other for future mutual benefits are also examples of negotiation. In today’s organizational structure a common boss for multiple colleagues makes it important for a person to have negotiation skills. A successful negotiator knows the importance of finding balance between accomplishing business objectives (“keeping your eyes on the prize”) and nurturing and building relationship with clients for long-term mutual success.
Negotiation is the principal way that people redefine an old relationship that is not working to their satisfaction or establish a new relationship where none existed before. Because negotiation is such a common problem-solving process, it is in everyone 's interest to become familiar with negotiating dynamics and skills.
In this conceptual paper we will see the introduction to negotiation and details of negotiation.
INTRODUCTION:
What is negotiation?
We can define negotiation as a process that occurs when two or more parties decide how to allocate scarce resources. Although we commonly think of the outcomes of negotiation in one shot economic terms, like negotiating over the price of a car every negotiation in every organisations also affects the relationship between the negotiators and the way the negotiators feel about themselves.
References: * Research paper on NEGOTIATION by Christopher W. Moore, Ph.D. * ORGANIZATIONAL BEHAVIOUR by Robbin/Judge/Vohra * ORGANIZATIONAL BEHAVIOUR by Greenberg * Negotiation.com * Wilson learning Australia * Lancaster, Charles L., the J6 Partnering Case Study: J6 Large Rocket Test Facility, USACE IWR, IWR Case Study 89-ADR-CS-11, 1994.