N01 : The Nature of Negotiation

BA370

Negotiation Chapter 01 : The Nature of Negotiation

 

 

Negotiation is what we dealing on daily basis whether to agree on something, or create something new that both parties cannot attain on their own or to solve the problem. Negotiation and bargain are similar but not the same. Bargaining process will result in win-lose situation but negotiation process will result in win-win situation with mutually acceptable solution.

There are several characteristics common to all negotiation situations:

1.     There are two or more parties.

2.    There is a conflict of interest between them.

3.     The parties negotiate duo to get a better deal.

4.     The parties, at least for a moment prefer to search for agreement.

5.     When they negotiate they expect to give and take.

6.    Successful negotiation involves the management of intangibles such as need to look good as well as resolving the tangibles such as the terms of agreement.

In negotiations both parties need each other. This situation of mutual dependency is called interdependence. Interdependent relationships are characterized by interlocking goal, the parties need each other to accomplish their goals. The structure of the interdependence wind-lose or win-win, determines the range of possible outcomes of the negotiation and suggests the appropriate strategies and tactics that the negotiators should use.

One way to classify conflicts is by level, and four levels of conflicts are commonly identified: intrapersonal conflict, interpersonal conflict, intra-group conflict, inter-group conflict. Conflict may be destructive or productive, so the objective is not to eliminate conflict but to learn how to manage it so that the destructive elements are controlled while the productive aspects are enjoyed.

Question 1: What is the different between negotiation and bargain?

Answer: Bargain is result in win-lose situation but negotiation result in win-win situation.


Question 2: What is interdependence?

Answer: It’s the situation which two parties needed in order to accomplish the goal either with win-lose situation result or win-win situation result.


Question 3:What are the four level of conflicts?

Answer:

• Intrapersonal conflict
• Interpersonal conflict
• Intra-group conflict
• Inter-group conflict