Chapter 1 The Nature of Negotiation

Summary

In this chapter, we learn that interdependence is the relationship between people and groups that often leads them to negotiate.

In negotiations, there is usually a conflict of needs and desires between all parties involved, and there is need to engage in mutual adjustment of one’s expectations of outcomes from the bargaining process. Hence, in negotiations, there is a give-and-take process that usually occurs.

Successful negotiation involves the management of tangibles and intangibles as all parties involved try to move towards their settlement point and try to claim value from the negotiation.