IRE472H1 Chapter Notes - Chapter 1: Problem Solving, Best Alternative To A Negotiated Agreement, Negotiation
23 Nov 2020
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Negotiation: decision-making situations in which two or more interdependent parties attempt to reach agreement. There is a conflict of needs and desires between two or more parties. When we negotiate, we expect a give-and-take process that is fundamental to the definition of negotiation itself. Expect that both sides will modify or move away from their opening statements, requests, or demands. The parties prefer to negotiate and search for agreement rather than to fight openly, have one side dominate and the other capitulate, permanently break off contact, or take their dispute to a higher authority to resolve it. Successful negotiation involves the management of tangibles (e. g. , the price or terms of agreement) and the resolution of intangibles. Intangible factors: underlying psychological motivations that may directly or indirectly influence the parties during a negotiation. One of the key characteristics of a negotiation is that the parties need each other to achieve their preferred objectives or outcomes.
