The salesperson tells you, and you shake your head-you know you don’t want to pay that much. Imagine you’re looking to purchase a used car. Finally, the parties need to believe they can reach an agreement otherwise any negotiation talks will be futile. A worker doesn’t have influence over a manufacturer, but a union of workers does, and without that influence as a factor, both parties won’t be motivated to come to the table for discussions. The parties are motivated and capable of influencing one another, like a union bargaining for better working conditions. Each has an interest in achieving the best possible result. The parties have to be interdependent-whether they are experiencing a conflict at work or want to do business with one another. If these conditions don’t exist, neither can a negotiation. The parties believe they can reach an agreement.The parties are motivated and capable of influencing one another.The parties are each looking to achieve the best possible result in the interaction for themselves.
The parties involved are somehow interdependent.It can be a discussion of an exchange of goods and services (or just jockeying for position on a sidewalk).Īll negotiations share four common characteristics: We often step in and negotiate when a conflict is taking place, but conflict doesn’t have to exist for there to be an opportunity for negotiation. Negotiation is the process of discussing each individual’s position on a topic and attempting to reach a solution that benefits both parties. We don’t necessarily think about whether we won or lost a negotiation when we step to the left and let the walker pass, but it’s a negotiation, nonetheless. We might be looking for a better job, trying to purchase a used car, or walking down the street on the right side and seeing someone coming right toward us, seemingly unwilling to step to the left. Compare various types of negotiating strategies.Describe the stages in the process of negotiation.Discuss how negotiating is different from managing conflict.
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