jom study..

Three characteristics in negotiation situation

1.    There are two or more parties

-         That is, two or more individual, groups, or organizations. Although people can “negotiate” with themselves.

-         A when someone debates in their head whether to spend a Saturday afternoon studying, playing tennis, or going to the football game.

-         We consider negotiation as a process between individuals, within groups, and between groups.

2.    There is a conflict of needs and desires between two or more parties.

-         That is what one wants is not necessarily what the other one wants.

-         And the parties must search for a way to resolve the conflict.

-         Joe and Sue face negotiation over vacations, management of their children, budgets, automobiles, company procedures, and community practices for issuing building permits and preserving natural resources, among others.

3.    The Parties negotiate by choices

-         That is, they negotiate because they think they can get a better deal by negotiating than by simply accepting what the other side will voluntary give them or let them have.

-         Negotiation is largely a voluntary process.

-         We negotiation because we think we can improve our outcome our or result, compared with not negotiation or simply accepting what the other side offers.

-         It is a strategy pursued by choice; seldom are we required to negotiate.

4.    When we negotiation, we expect a “give and take” process that is fundamental to our understanding of the word “negotiation’’.

-         We expect that both sides will modify or move away from their opening statements, requests, or demands.

5.    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.

-negotiation occurs when the parties prefer to invent their own solution for resolving the conflict, when the parties prefer to invent their own solution for resolving the conflict, when there is no fixed or established set of rules or procedures for how to resolve the conflict, or when they choose to bypass those rules.

6.    successful negotiation involves the management of tangibles and also the resolution of intangibles.

-         Intangibles factors are the underlying psychological motivation that may directly or indirectly influence the parties during a negotiation.