Characteristics Common to All Negotiations - Explained
What makes up a negotiation?
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Table of ContentsWhat characteristics are common to all negotiations?Parties Conflicts, Disputes, or Misalignment of Interests Willingness Ability to Improve Ones Position Constraints Discussion Question
What characteristics are common to all negotiations?
Negotiations can vary greatly in their topics, objectives, and parties involves. Nonetheless, there are several characteristics common to all negotiations, discussed below.
Back to: NEGOTIATIONS
A negotiation will consist of two or more parties;
Conflicts, Disputes, or Misalignment of Interests
The negotiators must need to align interests or objectives or to resolve a dispute;
The negotiators must possess a desire to negotiate;
- Note: The parties believe that negotiating will further their interests or aid in achieving their objectives. This generally entails a belief that the other party can be influenced or persuaded to capitulate in some manner in the negotiators favor
Ability to Improve Ones Position
The parties must believe that, by negotiating, they have the ability to improve their positions to be better than the best available alternative available if they do not negotiate; and
- Note: Constraints may come in any form and make the alternative to negotiation less tenable. Aversions are a cognitive disposition with regard to a perceived result or alternative scenario in the event of a failure to negotiation (i.e., broken relations, harm to reputation, legal actions, etc.).
All negotiations involve various situational attributes, such as time, location, nature of communication, number of parties, and party characteristics.
- What is negotiation?
- What scenarios or situations lead to a negotiation or cause parties to negotiate?
- What characteristics are common to all negotiations?
- What are the differences among negotiators that affect the negotiation process?
- What is a conflict and how does it give rise to negotiation?
- How is a negotiators disposition toward conflict resolution related to negotiation strategy?
- What is the level of dependence in a conflict negotiation?
- What are integrative, distributive, and compatible bargaining scenarios?
- What is the BATNA and what is the significance of alternatives in negotiation?
- What is the significance of the reservation point and ZOPA in a negotiation?
- What is the significance of concessions or adjustment of the bargaining position?
- What are anchor points and the bargaining range in a negotiation?
- What personal and situational factors are commonly understood to affect negotiation?
Can you think of a negotiation scenario where any one or more of these attributes are missing? How are a perceived ability to better ones position and a willingness to negotiate related? How do you think it affects a negotiation when there a multiple parties, some of whom are willing to negotiate and others who are not? Do you think there are ever negotiations where either one or more parties is unable to improve their position?