Written in 2002; 2,396 words; 30 sources; MLA; $ 73.95
Paper Summary:
This paper focuses upon several aspects of negotiation as a communication skill, researching the topic from a select few angles. Negotiation is that business process by which parties involved, try to decide upon the issue of each party's contribution to the entire deal. It begins with an overview of the concept of negotiation in businesses and goes on to discuss different types of negotiation methods and technology's impact upon them. It ends with a summary of the topic and the findings of the total research.
Outline
Factors Affecting the Process of Negotiation
Different Types of Negotiation Techniques
Impact of Technology
Conclusion
From the Paper:
"Most of the techniques in negotiations focus upon maximizing utility for the negotiators (Raiffa, 1982), thus an understanding of what provides utility in a negotiation helps a business party or a manager identify the behaviors of the opposing party in any given business situation requiring negotiation. Many negotiation models suggest that a negotiator's utility depends on both his or her own outcome and the other party's outcome (Graham, et al., 1994; Pruitt & Rubin, 1986; Raiffa, 1982; Walton & McKersie, 1965). These models tend to divide negotiation strategies into two categories: Integration and distribution (Pruitt & Carnevale, 1993). The former category acknowledges the need for both self and other's outcomes. It is important to note here that different needs or requirements spring up in event of meeting conflicting business interests in the pursuance of same business objectives. Hence the integration technique of negotiation involves integrating the needs or conflicting interests of both parties that may arise in event of pursuing similar business goals."
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