NEGOCIATION

NEGOCIATION

1. Concept

   • Is a strategic discussion
     • that resolves an issue in a way that both parties find acceptable
     • to persuade the other to agree with his or her point of view
   • is a method
     • by which people settle differences
     • That involve some give and take

2. Participants

   • Negotiations can take place between
     • international affairs
     • industrial disputes
     • legal system
     • domestic relationships

3. Stages

   • Preparation
   • Implementation of a course of action
   • Agreement
   • Negotiate towards a Win-Win outcome
   • Clarification of goals
   • Communication
   • Realistic option

4. Types

   • Distributive
     • Operates under a zero sum game
     • Each person envolve defines ultimate points where the setlement wil be made
     • Win - Lose situation
   • Integrative
     • Parties cooperate to achive maximize benefits
     • integration of their interests
     • look at their problems, search for alternative,evaluate them and reach a mutually decision or solution
     • Win - Win situation