N1 : The Nature of Negotiation

N1 : Summary

This chapter we will learn the nature of negotiation which occurs every time aroud our life. We have set the groundwork for a thorogh and detailed examination of negotiation process. We began with examples--examples from the news of events around the world and examples from our everyday experience.Though this big example we recognize that what is the characteristics of a negotiation situation and four key elements of the negotiation process; interdependence, mutual adjustment, value claiming and value creation and conflict. How to managing conflict is important to us because we always meet conflict in our daily life.

N2 : Strategy and tactics of Distributive Bargaining

N2 Summary

This chapter focuses on the distributive bargaining. Firstly it describes a vivid story about selling and buying house between Larry and Megan. In this example, we know the meaning of target point, resistance point bargaining range and bargaining mix. The positive bargaining range the key of the negotiation begin. Then, it also concerned with four important tactical tasks. In order to make distributive bargaining effectively, understanding the process of taking positions is also important. In this field, it is include opening offer, opening stance, initial concessions, role of concession, pattern and final offers. After negotiating for a long time, you must learn to close the deal. This chapter also mentions several methods. And finally, many kinds of hardball tactics are introduced in it and we can learn what are they and their weakness.

N3 : Strategy and Tactics of Integrating Negotiation

N3 : Summary

In this chapter, we will learn the strategy and tactics of integrative negotiation. The fundamental structure of an integrative negotiation situation is such that it allows both sides to achieve their objectives. The chapter describes the integrative negotiation process which include creating a free flow of information, attempting to understand the other negotiator’s real needs and objectives, emphasizing commonalities between parties, and searching for solutions that meet the goals and objectives of both parties. It focuses on the four key steps in the integrative negotiation process: identify and define the problem, understand the problem and bring interests and needs to the surface, generate alternative solutions to the problem and evaluate those alternatives and select among them. For each of these steps, it discusses many strategies and tactics in details. Finally, we also review seven factors: first, three types of goals-common, shared, and joint-may facilitate the development of integrative agreements. Second, they must have faith in their problem-solving ability. Third, negotiators must accept both their own and the other’s attitudes, interests, and desires as valid. Fourth, the parties should be motivated to collaborate rather than to compete. Fifth, trust may accelerate the collaboration of parties. Sixth, accurate and clear communication is also important. Seventh, the negotiator must pay attention to the understanding of the dynamics of integrative negotiation.

N4 : Negotiation: Strategy and Planning

N4

N4 : Summary

In this chapter, we discuss what negotiators should do before opening negotiations. Effective strategy and planning are the most critical precursors for achieving negotiation objectives. First, we should determine the main purpose for negotiators involve in the negotiation is to achieve their goals. Second, after negotiators articulate their goals, then move to the next element in the sequence: selecting and developing a strategy. Finally, there are nine points for negotiator to review. First, defining the issues. Second, assembling issues and defining the bargaining mix; Third, defining the interests at stake. Fourth, knowing the limits and alternative if this deal does not work out. Fifth, setting targets and openings and make sure where to begin. Sixth, knowing constituents and the social context of the negotiation. Seventh, analyzing the other party in the negotiation-what they want to achieve. Eighth, present a case clearly and to provide ample supporting facts and arguments. Ninth, make sure what protocol needs to be followed in the negotiation.

N5: Perception,Cognition and Emotion

N5 : Summary

In the chapter five, we learn that perception, cognition are the basic building blocks of all social encounters, including the three basic elements in the negotiation. First, the chapter begins with the definition of perception. Then it introduces four type of perceptual distortion: stereotyping, halo effect, selective perception and projection. Second, this chapter discusses the framing which is a key issue in perception and negotiation. Then, the chapter discusses the ways to manage misperceptions and cognitive biases in negotiation. Final, it talks about the role of mood and emotion in negotiation which has been the subject of an increasing body of recent theory and research during the last decade.

N6: Communication

N6 : Summary

In this chapter, we have considered elements of the art and science of communication that are relevant to understanding negotiations. Communication is the most basic and important element in the negotiation. In the chapter 6, it begins with the question of what communication is during negotiation. It introduces five different categories of communication that take place during negotiations and shows that having more information does not automatically translate into better negotiation outcomes. Then it addresses three aspects related to how people communicate in negotiation: the characteristics of language that communicators use, the use of nonverbal communication and the selection of a communication channel for sending and receiving messages. Finally, it is followed by the approaches of improving communication and some special communication considerations at the close of negotiation.