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The essence of negotiation

Table of Contents
I
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2

II
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2

III
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3

IV
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3

V
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4

VI
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4

VII
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5
VIII
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5
IX
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6

X
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7

Page 1 of 8

I
...
The
implementation of negotiation process is conducted throughout series of events and
meetings, through which each of negotiating parties will be able to present their
perspectives and points of view (Craver, 2010)
...
Ability of two parties to formulate an agreement is a
success of entire process (Briggs, 2003)
...


II
...
In business world, negotiation processes are often
conducted among companies and institutions
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The motivator of negotiating
parties is that the one’s survival or success depends on the other party
...
There are different styles for
negotiating parties
...

Secondly, negotiator can be following an adversarial approach, through competing with
other party upon benefits and interests
...
Negotiators should deal with
Page 2 of 8

emotions in negotiation, throughout treating one’s and others’ emotions with respect, by
reflecting on others’ sayings, and focusing on management and controlling process
(Polin & Lewicki, 2013)
...


Reciprocity
Principal of reciprocity ensures that within a negotiating process, one party focus

on copying style of other (Fells, 2009)
...
That’s why; cooperative or problem
solving approach is preferable (Craver, 2010)
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“Tit-for-Tat strategy” recommends that
negotiating party start with cooperative style, as first move
...

Nonessential conflict should be avoided, cooperative approach is being followed
(Axelrod, 1984)
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Trust
The existence of trust among negotiating parties is essential for sustainability of

relationship among them, as well as success of entire process
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Calculus based trust is based on information and rationality and is
enhanced throughout personal interaction
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Identification based trust is based on repetition of interaction among
participants and teammates
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Situation-specific trust is
gained automatically, as negotiation process progress (Fells, 2009)
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V
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Expertise knowledge is

the ability of negotiator to make a case and to ensure that they will be in a better
position than other (Fells, 2009)
...
However,
negotiator should be aware of importance of revealing information about his or her
intentions and objectives from negotiator, otherwise, reciprocity will be reached
...
Power viewed as an ability of one party to
force other to agree to something, while was not intending to do in first place (Patton,
Ury, & Fisher, 1977)
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Information exchange
Exchange of information among negotiating parties is effective strategy for

reaching a mutual benefiting solution
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Having information about
other’s intentions and objectives would be leading to rise of ability of negotiator to reach
Page 4 of 8

a consensus that will end negotiating process in an early stage
...
In the beginning, negotiators will be more sensitive at
reveal information, but there should be awareness of fact that revealing information
would be trigger for exchange information process (Fells, 2009)
...


Ethics
Ethicality of negotiating parties determines success or failure of negotiating

process
...
There
would be always doubt of real intentions of other parties (Volkema, 2003)
...

Organization may hold important information from its representatives, which increases
complexity of job of negotiator (OLEKALNS & SMITH, 2006)
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Outcome
Outcomes of negotiations represent main agreement that had been accepted on

by both parties
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Reaching a winwin solution is essential for ensuring non-existing harmed party
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In case of win-lose solution, losing party is
forced to accept solution, but there would be no motivation for implementing the
solution
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Page 5 of 8

IX
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Negotiators should be focusing on enhancement of
their understating for the other parties, which will allow them to provide an acceptable
solution in first stage of negotiation process
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Losing of one partner will lead to lack of an effective negotiating
process, as there would be no beneficial outcome
...


Bibliography

Axelrod, R
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The Evolution of Cooperation
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Retrieved from http://216
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127
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html
Briggs, X
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We Are All Negotiators Now: An Introduction to Negotiation in
Community Problem-Solving
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Retrieved from
http://www
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int/management/negotiators
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(2011)
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Ombuds Office, HMS/HSDM/HSPH
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harvard
...
pdf
Craver, C
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WHAT MAKES A GREAT LEGAL NEGOTIATOR? Copyright 2010
by Charles B
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Retrieved from
http://www2
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edu/~barkai/HO/What%20Makes%20A%20Great%20Legal%
20Negotiator%20-%20Craver
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, Eglene, O
...
, & Fletcher, P
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NEW MODELS OF
COLLABORATION
...

Retrieved from
https://www
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albany
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(2009)
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University of Western
Australia
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, PIETRONI, D
...
, & MANSTEAD, A
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Power and emotion in
negotiation: Power moderates the interpersonal effects of anger and happiness
on concession making
...
Retrieved from
http://psych
...
ac
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pdf
OLEKALNS, M
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(2006)
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Submitted to International Association of Conflict Management
Conference Montreal, Canada
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chicagocdr
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pdf
Patton, B
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, & Fisher, R
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Getting to YES
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Retrieved from
http://www
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unl
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pdf
Polin, B
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(2013)
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Marquette University Law School
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marquette
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pdf
Volkema, R
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ETHICALITY IN NEGOTIATION: AN ANALYSIS OF ATTITUDES,
INTENTIONS, AND OUTCOMES
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Retrieved from
http://citeseerx
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psu
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1
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201

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