Models of Negotiation Negotiation is the process of making joint decisions when the parties involved in negotiation have different and opposing preferences. Negotiation has special significance in situations of conflict, whether it is the conflict between union and management in organizations or between countries such as China and Japan where negotiations may be required to … Read more
Barriers to Successful Negotiation Below are few of the factors considered as barriers to successful negotiation. 1. Negative outlook towards the negotiation process: Your attitude during the negotiation-hostile or cooperative-decides the tone for the negotiation. Negotiation need not be confrontational. In fact, effective negotiation is characterized by the parties working together to find a solution, rather … Read more
Characteristics of Negotiation There are certain characteristics of the negotiation process. These are: There is a minimum of two parties present in any negotiation. 2. Both parties have pre-determined goals that they wish to achieve. 3. There is a clash of pre-determined goals, that is, some of the pre-determined goals are not shared by both … Read more
Approaches to Negotiation There are four different approaches to negotiation and the outcome of the negotiation depends on the approach. The various approaches to negotiation are as follows: Distributive Negotiation or Win-Lose Approach This is also called competitive, zero sum, or claiming value approach. This approach is based on the premise that one person can … Read more
What is Negotiation? In our daily life, we come across various instances of negotiations. A prospective employee may negotiate with his employer over his salary, a consumer may negotiate the price of the product with the salesman, and the management may negotiate with the workers union over work-related issues. It is through negotiation that parties … Read more
What is Negotiation? Negotiation is the process of making joint decisions when the parties involved in negotiation have different and opposing preferences. Negotiation has special significance in situations of conflict, whether it is conflict between union and management in organizations or between countries such as China and Japan where negotiations may be required to resolve … Read more
