Negotiation

What the page covers

This unit sits in the People, Organisation and Leadership strand of Business administration and management (incl. project management). Most of what is listed is mind maps, with flashcards, quizzes, notes and flowcharts alongside them. The material is aimed mainly at university study.

Where to start

Begin with the mind map Negotiation Mindmap. It defines negotiation as a process of reaching agreement while avoiding argument and dispute, and asks why we negotiate. Next, open Negotiations, which covers setting objectives, interdependent parties and building relationships.

Then move to the ideas many maps return to:

• Getting to yes: don't bargain over positions, separate the people from the problem, and look for a wise, efficient agreement that improves the relationship. Several other maps and notes cover the same book, so you can compare how different students summarised it.
• BATNA: what you will do if negotiations fail to reach an agreement.
• Negotiation and Multi Stakeholder Dialogue: distributive win-lose against integrative win-win bargaining.

Going wider

1. Read Negotiation and Conflict Resolution for negotiation styles, the language of negotiation and strategic thinking.
2. Try International and Cross-Cultural Negotiation to see what makes international deals different, including the environmental and immediate context.
3. Look at Analysis and Management of Business Conflicts for conflict itself.

Using quizzes and maps together

Read a map first, then take the quiz called Negotiating, which asks about the stages of the process and what exchanging information means. Any question you miss tells you which map to reopen. The flashcard decks, such as the ones on the preparation stage and on the distributive bargaining situation, suit short repeat sessions. Teachers can use the maps as ready-made handouts or discussion starters.

When you are ready, choose one map, try a quiz, and then make a map or flashcard set of your own.