This chapter shows about Negotiation is a process by two or more parties attempt to resolve opposing interests. There is a conflict of needs and desires between two or more parties and negotiate by choice! Expect a give and take. You will learn to negotiate rather than to fight.
Interdependence is one of the key characteristics of negotiation situation. When the parties depend on each other to achieve their own preferred outcome they are interdependence.
Mutual Adjustment is important to recognize that negotiation is a process that transforms over time, and it is one of the key causes of the changes that occur during a negotiation.
Value Claiming and Value Creation Negotiators usually employ win-lose strategies and tactics called distributive bargaining and the purpose of negotiation is to claim value. In contrast we will learn another situation of negotiators that should employ win-win strategies and tactics called integrative negotiation and the purpose of negotiation is to create value.
Conflict may be defined as a “sharp disagreement or opposition, as of interests, ideas, etc.” Conflict can occur when the two parties are working toward the same goal and want the same outcome or when both parties want very different outcomes. This chapter you will learn about level of conflicts, functions and dysfunctions of conflict and effective conflict management.
In Conclusion, Good Negotiators create and claim value and they must know how to managing conflict and solving the problem.
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