MGMT2004 Final: Negotiation notes
Document Summary
Negotiation = process by which two or more parties attempt to resolve their opposing interests. One key characteristic of a negotiation situation is that the parties need each other in order to achieve their preferred outcomes. Either they must coordinate to achieve their own objectives, or they choose to work together because the possible outcome is better than their own. Parties that depend on each other to achieve their own preferred outcome are interdependent. Most relationships between parties may be characterised as interdependent, dependent or independent: Independent parties meet their own needs without help. Dependent parties must rely on others for what they need. Interdependent parties have interlocking goals, and need each other to accomplish their objectives. The interdependence of people"s goals and the structure of the situation in which they are going to negotiate strongly shapes the negotiation process and outcomes. Mutual gains situation = non-zero-sum and integrative situation.
