Integrative, Distributive, and Compatible Negotiations – Explained

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

What are integrative, distributive, and compatible bargaining scenarios?The interdependence of parties is often affected by the nature of the differing interests or objectives. The parties may find themselves in situations where the interest or objective of both...

Dependence Level in Negotiation – Explained

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

What is the level of dependence in a conflict negotiation?Dependence concerns the extent to which parties to a conflict rely on the other to achieve an outcome or resolution of the conflict. Negotiations are generally characterized as follows: What is an Independent...

Conflicts Give Rise to Negotiation – Explained

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

How does Conflict Lead to Negotiation?Conflicts arise when one or more parties to a situation differ in their interests or objectives. One or more of the partys actions or ideas (beliefs) in furtherance of these interests or objectives are incongruent or at odds with...

The Negotiators and the Situation Affect Negotiation Process – Explained

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

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...

Characteristics Common to All Negotiations – Explained

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

What characteristics are common to all negotiations?Negotiations can vary greatly in their topics, objectives, and parties involves. Nonetheless, there are several characteristics common to all negotiations, discussed below. Parties A negotiation will consist of two...

Influences Leading Parties to Negotiate – Explained

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

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...

What is Negotiation?

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

What is Negotiation?Negotiation is a process by which two or more individuals communicate with the purpose of furthering or achieving differing or conflicting perceived interests or objectives. Further, negotiation is an instance in which parties engage in the...

Concessions in a Negotiation – Explained

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

What are Concessions in a Negotiation?The bargaining range in a negotiation is established by the parties initial offer and response. The parties must first seek to narrow the bargaining range to within the zone of potential agreement (ZOPA). The concession is a...

Anchor Point in a Negotiation – Explained

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

How to Start a Negotiation?After negotiators have defined the issues, assembled a tentative agenda, and framed up the negotiation, the next step is to define two other key points:   the specific target point, and  the opening bid or anchor point, representing the best...

Resistance Point in Negotiations – Explained

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

What is the Resistance Point?A resistance point is the bare minimum terms that a negotiator is willing to accept in a negotiation. Why is the Resistance Point Important?One should always establish a resistance point prior to beginning a negotiation. To do so, a...