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Chapter1

TheNatureofNegotiation

Overview

Thischapteristhefoundationforthenatureofnegotiations.Friends,children,businesses,

,nations,everyonenegotiatesalmostdaily.Negotiationsoccurfortworeasons:(1)to

createsomethingnewthatneitherpartycoulddoonhisorherown,or(2)toresolveaproblem

ordisputweentheparties.Perspectivesusedtounderstanddifferentaspectsofnegotiations

includetheory,researchfromeconomics,psychology,politicalscience,communication,labor

relations,law,sociology,andanthropology.

LearningObjectives

1.Authors’styleandapproach.

2.Characteristicsofanegotiationsituation.

3.Interdependenceinnegotiation.

4.Mutualadjustmentthroughoutnegotiationsandmakingandinterpretingconcessions.

5.Valueclaimingandvaluecreation.

6.Definitionandlevelsofconflict.

7.Majorstrategiesforconflictmanagement.

I.Authors’StyleandApproach

A.Useofterminology

1.Bargaining:describesthecompetitivewin-losesituations(haggling)

2.Negotiation:referstowin-winsituations(tofindmutuallyacceptablesolutions)

B.“HeartofNegotiation”–give-and-takeapproach

1.Give-and-takeitremelyimportant,butnegotiationisaverycomplexsocial

process,wheremanyofthemostimportantfactorsthatshapethenegotiationoccur

beforethenegotiation,orshapethecontextaroundthenegotiation.

C.SourcesofAuthors’insightintonegotiation

1.Experienceasnegotiators

2.Media

3.Socialscienceresearch

II.Characteristicsofanegotiationsituation

A.Characteristicscommonto