The Negotiators and the Situation Affect Negotiation Process - Explained
Situation, Context, and Personalities Affec the Negotiation Process
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Table of ContentsWhat differences among negotiators that affect the negotiation process?Discussion Question
What differences among negotiators that affect the negotiation process?
Individuals negotiate to further an interest or achieve an objective or resolve an existing dispute in a mutually acceptable manner. They do so in light of the characteristics of the situation (context and facts) and the other party (disposition, perception, and interest/objectives).
Back to: Negotiations & Communications
Negotiators who are able to identify and understand these characteristics are generally more effective in the negotiation process than those who are not. Throughout this material, we address the following differing characteristics of a negotiation and the individual negotiators that affect the negotiation process:
- Nature of conflict or dispute;
- Interests and objectives ;
- Cognition (logic, philosophy, emotion, perception);
- Disposition (outlook, aversions); and
- Constraints (time preference or limits, resources, geography, culture, language, communication medium, group or team negotiations, agency relationships, etc.).
Failed negotiations, erroneous refusals to negotiate, and failures to effectively negotiate (missteps in the negotiation) are generally attributable to one or more of these differences.
- What is negotiation?
- What scenarios or situations lead to a negotiation or cause parties to negotiate?
- What characteristics are common to all negotiations?
- What are the differences among negotiators that affect the negotiation process?
- What is a conflict and how does it give rise to negotiation?
- How is a negotiators disposition toward conflict resolution related to negotiation strategy?
- What is the level of dependence in a conflict negotiation?
- What are integrative, distributive, and compatible bargaining scenarios?
- What is the BATNA and what is the significance of alternatives in negotiation?
- What is the significance of the reservation point and ZOPA in a negotiation?
- What is the significance of concessions or adjustment of the bargaining position?
- What are anchor points and the bargaining range in a negotiation?
- What personal and situational factors are commonly understood to affect negotiation?
Can you think of situations where individuals refuse to negotiate, fail to reach a negotiated agreement, or negotiate poorly that is not related to one of these identified categories? Do you think it is more important to understand the attributes of the negotiation, the counterparty, or one's self?