Negotiation [antikvár]

SECTION ONEThe Nature of NegotiationWhen most people hear the word negotiation they usually think of large, complex, formal deliberations: contract talks between labor and management, discussion of a trade agreement or a treaty between the diplomats of two different nations, or a meeting of several businesspersons and attorneys to complete a corporate merger or acquisition. Yet these are only a few of the many situations we can call negotiation. In fact, all of us negotiate every day, for example, in one or more of the following situations:We arrive at an intersection simultaneously with three other cars; somehow, wel need to decide who is going to go through the intersection in what order.We need to decide how to share a scarce resourcea computer terminal or a library book.We must work out an arrangement with other people to share the tasks and| chores of daily livingfor example, cleaning the apartment, walking the dog,going to the grocery store, or doing the laundry.^We need to influence someone to change his or her mindfor example, toagree to accept our paper three days after the due date, to waive the fine on our'overdue library book, or to give us a pay raise.iThe list is endless. Regrettably, however, many of these situations are not often!recognized as negotiations. As a result, we may not handle them as effectively as wejmight. One purpose of this book is to learn how to manage these situations more effec-flively, by recognizing that they are negotiations, and by applying negotiation prin-ciples to them.WHEN IS NEGOTIATION NEEDED?^A negotiation situation is one in which1.Two or more parties must make a decision about their interdependent goals and[, objectives.2.The parties are committed to peaceful means for resolving their dispute.i-3.There is no clear or established method or procedure for making the decision.^Like most definitions, this one means the most to those who already understand the nature of what we are trying to define. Let's take an example. Two people who work in the same office want to take their vacation during the first two weeks in July;|