Negotiation Strategies - A Comparative Analysis
23 Pages Posted: 7 Jun 2011
Date Written: June 6, 2011
“To confer with another person so as to arrive at a settlement of some matter; also to arrange for or bring about such conferences.” Negotiation is an interactive communicative process that potentially takes place whenever you want something from someone else or someone else wants something from you. Negotiation is achieving what you want by convincing the person from whom you want that. It is process of interaction by which two or more parties who consider they need to be jointly involved in an outcome, but who initially have different objectives, seek by the use of argument and persuasion to resolve their differences in order to achieve a mutually acceptable solution. Negotiation is a non-binding procedure in which discussions between the parties are initiated without the intervention of any third party with the object of arriving at a negotiated settlement of the dispute. Negotiation represents the primary, universal route to decision and action in the social world. The core features of negotiation are to be found in widely different contexts, ranging from the unselfconscious routines of everyday life to the formalized, set-piece exchanges of an international conference. These fundamental features remain constant whether the issue is un-contentious or a focus of extreme conflict. Thus, negotiation as a mode of decision-making spans everyday interaction and the more complex, stressful exchanges encountered in the context of disagreement and dispute.
Keywords: negotiation, strategies, competitive, collaborative, distributive, positional
JEL Classification: K10, K41
Suggested Citation: Suggested Citation