Negotiation
Negotiation: an interpersonal decision-making process by which two or more people agree how to allocate scarce resources.
Why occur
to create something new that neither party could do on his or her own
to resolve a problem or dispute between the parties
Manager is negotiator
Dynamic nature of business
Interdependence
Competition
Information age
Diversity
Characteristics of negotiation
Two or more parties
conflict of interest between two or more parties
voluntary process and a strategy pursued by choice
no fixed or established set of rules or prefer to invent their own
give and take
both intangibles and tangibles are concerned
Nature of Negotiation---Interdependence
Mutual dependency(goal) and mutual adjustment(process)
Actual structure of interdependence Vs. perceived interdependence
Dilemma in negotiation
dilemma of honesty
dilemma of trust
Building trust (efforts on the perception of the outcome and efforts on the process)