CMN 4131 Chapter Notes - Chapter 4: The Negotiation, Advantageous, Nonverbal Communication

• School: University of Ottawa
• Department: Communication
• Course: CMN 4131
• Professor: Howard Martin

Document Summary

Negotiation is a process in which two or more parties communicate directly for the purpose of coming to agreement on some action that one or more of them will undertake. It is a process that involves only the interested parties themselves. There is no intervening third party with the power to dictate procedure or to impose terms or direction on the process. Negotiation is part of all social, legal, and business activities. It is needed wherever separate parties seek agreement about beliefs, values, or actions. Often negotiations occur without: any apparent conflicts, disagreements, strong emotions, behaviour associated with disagreements or fights. The parties will act in good faith. The process will be efficient and not wasteful. It will produce a wise and advantageous agreement for all involved. It will improve the participants" relationship or at least not damage it. Bargaining aimed at getting as much as possible for the negotiating party, with no concern for the other side"s needs.