Summarize Essential of Negotiation Chapter 1: The Nature of Negotiation

Negotiation is something that everyone does, almost daily. The common characteristics of negotiation situation are two or more parties who have a conflict of interest between them. They think they can get a better deal than by talking what the other side will give them. In negotiation, both parties need each other. This situation of mutual dependency is called interdependence. Interdependence has the potential to lead to synergy, which is the notion that “the whole is greater than the sum of its parts” and the potential of successful value creation is significantly increased with the appropriate application of the negotiation skills. The other potential consequence of interdependent relationships is conflict. Each conflict management strategy has its advantages and disadvantages, and is more or less appropriate given the type of conflict and situation in which the dispute occurs.