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Negotiation is...

 

Disciplines > Negotiation > Negotiation articles > Negotiation is...

A common view | A fuller view  | See also

 

What is negotiation?

A common view

Negotiation is very commonly viewed as being a process of getting what you want. A simple way of putting this might be:

Getting something you want that somebody else has got.

This is often treated as something akin to a competition, whereby the two parties try to outwit one another in order for each to get what they are seeking.

A fuller view

A fuller and more mature view could be as follows:

A joint communicative process
for attempting to reach agreement
where by an exchange takes place
and needs are satisfied.

Here, negotiation is seen as a joint process, whereby both people are equal partners and where they work together (rather than in isolation). This requires that they communicate -- that is they take turns at listening and talking to be understood (rather than talking at the other person).

The goal of the activity is to reach some agreement (as opposed to pure concession). This is attempted, but an outcome where no agreement is achieved is possible and acceptable.

The outcome of the negotiation is that each person gives something to the other that satisfies needs in some way. This may be something of tangible substance or maybe an emotional exchange, such as thanks or other kind words.

See also

 

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Site Menu

| Home | Top | Quick Links | Settings |

Main sections: | Disciplines | Techniques | Principles | Explanations | Theories |

Other sections: | Blog! | Quotes | Guest articles | Analysis | Books | Help |

More pages: | Contact | Caveat | About | Students | Webmasters | Awards | Guestbook | Feedback | Sitemap | Changes |

Settings: | Computer layout | Mobile layout | Small font | Medium font | Large font | Translate |

 

 

Please help and share:

 

Quick links

Disciplines

* Argument
* Brand management
* Change Management
* Coaching
* Communication
* Counseling
* Game Design
* Human Resources
* Job-finding
* Leadership
* Marketing
* Politics
* Propaganda
* Rhetoric
* Negotiation
* Psychoanalysis
* Sales
* Sociology
* Storytelling
* Teaching
* Warfare
* Workplace design

Techniques

* Assertiveness
* Body language
* Change techniques
* Closing techniques
* Conversation
* Confidence tricks
* Conversion
* Creative techniques
* General techniques
* Happiness
* Hypnotism
* Interrogation
* Language
* Listening
* Negotiation tactics
* Objection handling
* Propaganda
* Problem-solving
* Public speaking
* Questioning
* Using repetition
* Resisting persuasion
* Self-development
* Sequential requests
* Storytelling
* Stress Management
* Tipping
* Using humor
* Willpower

Principles

+ Principles

Explanations

* Behaviors
* Beliefs
* Brain stuff
* Conditioning
* Coping Mechanisms
* Critical Theory
* Culture
* Decisions
* Emotions
* Evolution
* Gender
* Games
* Groups
* Habit
* Identity
* Learning
* Meaning
* Memory
* Motivation
* Models
* Needs
* Personality
* Power
* Preferences
* Research
* Relationships
* SIFT Model
* Social Research
* Stress
* Trust
* Values

Theories

* Alphabetic list
* Theory types

And

About
Guest Articles
Blog!
Books
Changes
Contact
Guestbook
Quotes
Students
Webmasters

 

| Home | Top | Menu | Quick Links |

© Changing Works 2002-
Massive Content — Maximum Speed