Describes the different types of negotiation techniques and rules of those techniques.
Written in 2008; 1,190 words; 0 sources; APA; $ 40.95
Paper Summary:
This paper relates that, when a conflict is negotiated, the persons involved in the conflict agree on certain rules. The paper also points out that how the the conflict participants communicate is crucial to the negotiation and that the communication tactics that are chosen are subject to the rules of the negotiation. The paper then goes on to discuss the different communication tactics and negotiation strategies and the rules that apply.
From the Paper:
"Collaborative negotiators don't fight. It's not that they don't look after their own self-interests, but the focus is on finding innovative ways to meet the needs of both sides so that everyone is happy. By working together they solve the problem that confronts them. They avoid attacking each other personally by confining their attention to the problem. They do everything they can to preserve their relationship. Taking a position in negotiation implies there is no other solution but one--it limits options--so collaborative negotiators avoid taking a position."
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