Influences Leading Parties to Negotiate - Explained
Why do Parties Negotiation?
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Why do Parties Negotiate?
Negotiations result from actual or perceived conflicts of interest or objectives between two parties. The intent is to better ones current position (further their interests or objectives) by achieving mutual assent with regard to differing perceived interests or objectives.
The parties may desire to: align their actions (or inactions) in support of an interest or objective, or resolve a problem or dispute that exists (or may arise) between the parties by eliminating the point of conflict or difference.
Back to: NEGOTIATIONS
- 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 a situation where parties engage in a negotiation that does not involve a perceived conflict, dispute, or misalignment of interests? Do you think the objectives of the parties (i.e., whether it is a dispute, conflict, or misalignment of interests) affects the actions or attitudes of the party in the negotiation.