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Negotiations and Resolving Conflicts: An Overview

Negotiations and Resolving conflicts : An Overview prepared by Professor E. Wertheim ~ewertheim/ College of Business Administration Northeastern University In a successful negotiation, everyone wins. The objective should be agreement, not victory. Every desire that demands satisfaction and every need to be met-is at least potentially an occasion for negotiation; whenever people exchange ideas with the intention of changing relationships, whenever they confer for agreement, they are negotiating. Table of Contents Introduction Major Causes of Conflict The Five Modes of Conflict Resolution The Rational vs. the Emotional Aspects of Negotiation Two Kinds of Bargaining: Distributive (win-lose) or Integrative (win-win) Basic Principles of Integrative or Win-Win Bargaining: Planning for the Negotiation Paying Attention to the Flow of Negotiation: Negotiation is a sequence of events, not an incident The "Intangibles" of Negotiation Some "Tricks" Skilled Negotiators Use How Can I Change what seems to be a "win-lose" to a "win-win" situation What if I want to "win" and don't care about the other person's interests?

intergroup and interpersonal training Top Rational vs. the Emotional Components of Negotiation All negotiations involve two levels: a rational decision making (substantive) process and a psychological (emotional) process. The outcome of a negotiation is as likely to be a result of the psychological elements as it is the rational element.

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