employee relations
psychological processes
communication processes
principled negotiation
decision making
organizational behavior
anthropology of law
management skills
negotiation
Negotiation is the process whereby two or more parties attempt to settle what each shall give and take, or perform and receive, in a transaction between them. Negotiation situations are characterized by five key components: the process takes place between two or more parties (individuals, groups, or organizations); there is an unresolved conflict of needs and desires between the parties; the parties negotiate by choice, expecting that they can improve upon what the other might simply offer them; the parties expect a giveand-take process; and the parties prefer to negotiate rather than to fight openly, have one side capitulate to the other, or resolve the dispute in some other manner. [Source: International Encyclopedia of Organization Studies; Negotiation]
concepts