The Nature of Negotiation

General Aspects
Negotiating is , a basic , generic, human
activity.
Process, often used in:Labor management
relations, business deals, internationals affairs
and also in our every day activities.. Ex.
Negotiation that occur between a merchant
and a customer, between two friends etc.
Objective:
To satisfy their needs.
To improve their welfare and satifaction.


It is bargaining and negotiation the same
thing?
Ex: Bargaining is more like the competitive
haggling over price during a yard sale, or taxi
price,.
Negotiation, is more formal occurs when
parties try to find a mutually acceptable
sotution to a complex conflict.
Characteristics of a Negotiation or Bargaining
Situation.
There are two or more parties, two or more
individuals, groups, or organizations.
(Although * Its possible to negotiate with
ourselves?).
There is a conflict or interest between two or
more parties.
Its a largely votuntary process.
Parties search for agreement rather than fight.


We expect give and take.
Succesfull negotiations involves the management of
the intangibles as well as the resolution of the
tangibles.
INTERDEPENDENCE:
Is the situation of mutual dependency. Both parties
need each other. Ex. What happen when we are
dependant???
Interlocking Goals, both parties need each other to
accomplish their goals.
Interdependence goals are an important
Aspect of Negotiations.
Characteristics of Interpersonal Relationships.
-Comparison level: Is the standard against
which a person evaluates the attractiveness
of a relationship or how satisfactory it is. Ex:
Above its CL, its desirable?...one below the CL
is unattractive or unsatisfactory.
Comparison Level of Alternatives: A person
will in light of the alternatives available.
Knowing and developing alternatives in a
negotiation is an important source of power in
negotiation.

Mutual Adjustment: The parties have to
exchange information and make an effort at
influencing each other at problem solving.
They must work toward a solution that takes
into account each person*s requirements
and, hopefully , that optimizes the outcomes
for both.
Dilemma ;
Dilemma o f honesty: Concerns how much of
the truth to tell to the other party.
Dilemma of Trust:
How much to believe what the other party
tells you .?
When one party makes several proposals that
are rejected by the other party, and the other
party makes no alternative proposal, the first
party feels unproperly treated and may break
off negotiations. THE BELIEF THAT
CONCESSIONS WILL OCCUR IN
NEGOTIATIONS APPEARS TO BE ALMOST
UNIVERSAL
Interdependence and Perceptions: The research
Suggests that the way that people perceive
an interdependant situations has an
important effect on how they will negociate.
Negotiators perceptions and judgements can
have important influences on judgements
that negotiators make about, the other
party, (themselves), the utilities of both
parties, offers and counteroffers, negotiation
outcomes, and the negotiation process.

Types of Negotiators : Cooperators and
Competitors.
Cooperators: Negotiations may be cooperative
or competitive .
Competitors: All negotiations are competitive,
the world only contain competitors
Thompson and Hastie (theories) found that
the first five minutes of the negotiations, have
An important effect on the outcome of the
negotiations.

Conflict: Misunderstanding that occur between
two people.
Definition: Conflict is the interaction of
interdependant people who percieved
incompatible goals and interference from each
other in achieving those goals.
Levels of Conflict ; (Ubiquitous = exists
everywhere).
1.-Intrapersonal or Intrapsychic Conflict:
Occurs within an individual, ideas, thoughts,
emotions,predispositins, or drive that are in
conflict with each other.
2.-Intrapersonal Conflict: Conflict that occur
between husbands and wives, bosses and
subordinates, siblings or roommates.
3.-Intragroup Conflict: Small groups, among
teams and committee, classes, fraternities, and
sororities.
4.-Intergroup Conflict: Between groups, Union
and management, warring nations, feuding
families, governmental authorities. (most
complex).
Functions and Disfunction of Conflict:
-Competitive process: Goals are in opposition,
both of them cannot achieve their objectives.
-Misperception and Bias: As conflict intensifies
perception become distorted.
-Emotionally: Emotions charge the parties,
become, anxios, irritated, annoyed, angry or
frustrated.
-Decreased communication: Parties stop
communicating with those who disagree with
them.
-Blurred Issues : The central issues in the
dispute, become blurred and less well define.
-Rigid Commitments: The parties become
locked into positions.
-Magnified differences, Minimized
Similarities:They are further apart from each
other, work less hard finding a common
ground.
Escalation of the Conflict: Each side become
more entrenched in its own view.