Through out history negotiation has been a process that is for the skilled diplomat. Through out this chapter it talks about the fundamentals of negotiation. They are in fact at the same personal level as diplomatic and corporate level. However negotiation is often used to create something new that someone couldn’t do on his or her own. And the second reason is to resolve a problem. Negotiation is often used as a more formal process to evaluate a conflict in business. There is such a structure that creates interdependence between different parties, this determines that range of possible outcomes and discus the strategies and tactics. Another type of interdependence is a win- win situation. This is used so both parties could have a better outcome. Negotiation transforms over time and often has a mutual adjustment, however sometimes it doesn’t workout that way. Mutual adjustment is one of the key causes of changes that happens with-in negotiation. With-in Negotiation there is often dilemmas. There is a dilemma of honesty meaning how much to tell the whole truth to the other party. The second dilemma is the negotiator facing the dilemma of trust, and wondering how much to believe what the other party is telling you. To help one of the negotiators one party must come up with a conclusion this can lead to feeling more comfortable and end up trusting the other party.
Subscribe to:
Post Comments (Atom)
No comments:
Post a Comment