Descriptive Literature Review : The Process Of Conflict Negotiation

It was highlighted by Howard Raiffa that there are certain ‘organising questions’ that need to be answered for the identification of significant characteristics of every negotiation. Firstly, he proposed that the primary question to be answered is in regards to the number of individuals or group of individuals involved, i.e the size and the presence or absence of internal conflicts in the groups.

Negotiation is a fundamental form of dispute resolution involving two or more parties (Michelle, M.2003). Negotiations can also take place in order to avoid any future disputes. It can be either an interpersonal or inter-group process. Negotiations can occur at international or corporate level and also at a personal level. Negotiations often involve give and take acknowledging that there is interdependence between the disputants to some extent to achieve the goal. This means that negotiations only arise when the goals cannot be achieved independently (Lewicki and Saunders et al., 1997). Interdependence means the both parties can influence the outcome for the other party and vice versa. The negotiations can be win-lose or win-win in nature.

Now we move on to common obstacles to negotiation. First, "What if they are more powerful?" This chapter introduces the concept of the BATNA or "Best Alternative To a Negotiated Agreement". This is your standard by which any proposed agreement should be measured. This is your gauge that tells you to cut and run. At what point will you withdraw from the negotiations. When the other side has power, guns, or some other leverage, a good BATNA can help you negotiate based on your principal rather than trying to strong-arm based on position. Developing a strong BATNA, according to the text, is perhaps the most effective course of action you can take in dealing with a seemingly more powerful negotiator. Second is "What if they don 't play fair". In this chapter, the authors describe ways that some parties try to either strong-arm their way through a negotiation or try not to

Cahn and Abigail (2014) define negotiation as “a particular type of conflict management—one characterized by an exchange of proposals and counter proposals as a means of reaching a satisfactory settlement” (p. 229). Negotiation is a fact of life. Subsequently, we spend a substantial amount of time negotiating for something every day. The fact of the matter is that life is full of conflict situations. Whether in our personal or professional lives and whether or not we are aware of it, we are often engaged in conflict situations that require tapping into our conflict negotiation skills. From deciding what movie to see, where to eat, to asking one’s boss for a raise, we are all engaged in some type of negotiation. These real-life

Consequently, negotiation is a process that can be approached in many ways. No matter what strategy we choose, success lies in how well we prepared. The key to negotiating a beneficial outcome is the negotiators’ ability to consider all the elements of the situation carefully and to identify and think through the options. At the same time, negotiators must be able to keep events in perspective and be as fair and honest as circumstance allows. Because a common ground or interest has brought the parties to the negotiating table, a negotiator can benefit by trying to capitalize on this common

In a negotiation situation, it is important for the parties involved to come to an understanding or make necessary arrangement and compromise to agree to contract or rescind the

Conflict is “an expressed struggle between at least two interdependent parties who perceive incompatible goals, scarce resources, and interference from others in achieving their goals” (Hocker, 1991). There are two basic types of conflicts: substantive and emotional. According to Schermerhorn et.al., substantive conflict is a fundamental disagreement over ends or goals to be pursued and the means for their

Whether it is at work, church or in our private relationships, negotiations are a necessary tool for reaching an agreement. They are made by discussing each parties point of view with the aim being to reach an agreement that is mutually beneficial. For the most part, negotiation is the process by which those people involved successfully adopt or abandon their respective position through the use of positional bargaining. There are different types of approaches for the negotiation process - some hard and others soft in their manner of approach. The desired outcome of

By taking this course, we have learned the different types of negotiations and the strategies to be used in

Communication styles in negotiation are probably one of the most important skills or characteristics one will develop over a lifetime. From the point a human being begins to develop cognitive skills, the process of learning and understanding situations become more apparent. One will learn from a very young age the dynamics and characteristics of communication and its role in negotiation. To better understand the communication process, one must be able to recognize how they communicate, whether it is on an assertive, aggressive, passive, or passive-aggressive level of communication. The manner in which one conveys his/her message is critical, and the many methods in which they do it is

When you think about an ideal negotiating, what are the core values necessary to be present? Are the core values always different or same? The negotiation principles are very well explained by Stuart Diamond, a professor of the Wharton Business School and a Pulitzer Prize winner, in his bestselling book “Getting More”. The author makes you to understand that for whoever do the negotiation the core values are exactly the same, whether it is a world piece, billion dollar deal, or getting your kids to do their homework. In order to “get more”, it is worth to practice such principles.

In life there is always some type of give and take amongst others. Some exchange may be beneficial and some can be regretful. This is all the same with negotiation, either is to negotiate a divorces decree, price of a new home, or a NFL or NBA contract deal. The world today is full of negotiating situation in and can be executed at any given time. There two common characteristic of a negotiation or bargaining situation. Negotiating parties have separate but conflicting interest.

As the above excerpt suggests, this guide suggests that the correct approach to negotiation is to treat it as a trade. The author identifies two types of negotiation: 1.) Transaction (which represents the win/lose paradigm – very much evocative of the distributive negotiation method that is referred to in our reading, Strategies and Tactics of Distributive Bargaining); 2.) Relationship (evoking the more tempered approach in which the entities desire to maintain a good relationship, which is discussed in the same reading). Treating negotiations as a trade shifts the tone of the discussions to one where both parties have the opportunity to walk away happy with the result, as both parties work towards closing the gap between their respective objectives by trading off of what each wants. The article includes what I consider to be two major sections, with a great deal of other, more extraneous information creating an end-to-end pocket guide to negotiation.

At this stage negotiators stop focusing on their opponent’s needs and priorities and state their own needs and priorities. It is about creating value for your side and asking for the value that you want in exchange. It is the most highly competitive stage of negotiation. Arguments often take place about the value of items on either side of the equation and whether sufficient value is being offered from the opposing side in exchange. It is important that these arguments are handled even handedly even when negative tactics such as threats are used to move one or the other side to action (Craver, 2004).

Negotiation is all about a strategy. The end result is usually to end a problem that someone is having, whether it is personally or