Negotiation
From The Art and Popular Culture Encyclopedia
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Negotiation is a dialogue between two or more people or parties intended to reach a beneficial outcome over one or more issues where a conflict exists with respect to at least one of these issues. This beneficial outcome can be for all of the parties involved, or just for one or some of them.
It is aimed to resolve points of difference, to gain advantage for an individual or collective, or to craft outcomes to satisfy various interests. It is often conducted by putting forward a position and making small concessions to achieve an agreement. The degree to which the negotiating parties trust each other to implement the negotiated solution is a major factor in determining whether negotiations are successful. In many cases, negotiation is not a zero-sum game, allowing for cooperation to improve the results of the negotiation.
People negotiate daily, often without considering it a negotiation. Negotiation occurs in organizations, including businesses, non-profits, and within and between governments as well as in sales and legal proceedings, and in personal situations such as marriage, divorce, parenting, etc. Professional negotiators are often specialized, such as union negotiators, leverage buyout negotiators, peace negotiator, or hostage negotiators. They may also work under other titles, such as diplomats, legislators, or brokers.
Etymology
Compound word: nec (“not”) + ōtium (“leisure”).
See also
- Alternative dispute resolution
- Collaborative software
- Collective action
- Conciliation
- Conflict resolution research
- Consistency (negotiation)
- Contract
- Cross-cultural
- Cross-cultural differences in decision-making
- Diplomacy
- Dispute resolution
- Expert determination
- Flipism
- Game theory
- Impasse
- International relations
- Leadership
- Method of Harvard Principled Negotiation
- Multilateralism
- Nash equilibrium
- Prisoner's dilemma
- Program on Negotiation
