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    Negotiation: Larousse. 1995, PG 693

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    This document defines and discusses negotiation. It provides definitions of negotiation from French, Romanian, and English sources. Negotiation is described as a process of communication between two parties with differing viewpoints and objectives who aim to reach a mutually agreeable resolution on a matter of shared interest. Successful negotiations depend on factors like the specific circumstances, skills of the negotiators, and fairness/motivation of both parties. The best negotiators plan carefully, gain support, apply bargaining techniques effectively, communicate well, tolerate conflict, project honesty, and foster cooperation. There are generally three potential outcomes to negotiations: win/win, win/lose, lose/lose, or deadlock.

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    Negotiation: Larousse. 1995, PG 693

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    DhiyauZola
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    This document defines and discusses negotiation. It provides definitions of negotiation from French, Romanian, and English sources. Negotiation is described as a process of communication between two parties with differing viewpoints and objectives who aim to reach a mutually agreeable resolution on a matter of shared interest. Successful negotiations depend on factors like the specific circumstances, skills of the negotiators, and fairness/motivation of both parties. The best negotiators plan carefully, gain support, apply bargaining techniques effectively, communicate well, tolerate conflict, project honesty, and foster cooperation. There are generally three potential outcomes to negotiations: win/win, win/lose, lose/lose, or deadlock.

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    This document defines and discusses negotiation. It provides definitions of negotiation from French, Romanian, and English sources. Negotiation is described as a process of communication between two parties with differing viewpoints and objectives who aim to reach a mutually agreeable resolution on a matter of shared interest. Successful negotiations depend on factors like the specific circumstances, skills of the negotiators, and fairness/motivation of both parties. The best negotiators plan carefully, gain support, apply bargaining techniques effectively, communicate well, tolerate conflict, project honesty, and foster cooperation. There are generally three potential outcomes to negotiations: win/win, win/lose, lose/lose, or deadlock.

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    18 views2 pages

    Negotiation: Larousse. 1995, PG 693

    Uploaded by

    DhiyauZola
    This document defines and discusses negotiation. It provides definitions of negotiation from French, Romanian, and English sources. Negotiation is described as a process of communication between two parties with differing viewpoints and objectives who aim to reach a mutually agreeable resolution on a matter of shared interest. Successful negotiations depend on factors like the specific circumstances, skills of the negotiators, and fairness/motivation of both parties. The best negotiators plan carefully, gain support, apply bargaining techniques effectively, communicate well, tolerate conflict, project honesty, and foster cooperation. There are generally three potential outcomes to negotiations: win/win, win/lose, lose/lose, or deadlock.

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    of 2

    NEGOTIATION

    Is a part of normal everyday life.


    Life, itself, is just one continuous negotiation.
    Most contracts are oral agreements.
    Without realising it, we are involved in a variety of negotiations.
    We constantly bargain with other people to fulfill our needs.
    You can only avoid negotiation if you have no desire for anything.
    DEFINITIONS
    Negociation (French) A number of discussions between people, social
    partners and qualified or designated representatives, having as their purpose
    the reaching of an agreement regarding the problems discussed. Le Petit
    Larousse. 1995, pg 693
    Negocierea (Romanian) An interactive process between two or more
    parties that have mutual as well as opposing interests and which is finalized
    by an agreement accepted by both parties. Micul Dictionar Enciclopedic.
    1985.
    Bargain/Negotiate (English) A balance between giving and taking,
    reaching goals by means of a firm agreement.Negotiation is not only an
    elegant means of solving conflicts, but also a state of mind of the social
    individual. Oxford Dictionary. 1964, pgs 94-106
    Is a process of communication by which two parties, each with its own
    viewpoint and objectives, attempt to reach a mutually satisfactory result on a
    matter of common concern.
    Even though one may have opposing interests they are dependent on each
    other.
    e.g. labour & management buyers & sellers
    Both differences and common interests are considered.

    Negotiation Success
    A successful negotiation is a product of many factors. Factors that contribute
    include:

    - the specific circumstances surrounding each negotiation.


    - the skill of the negotiators.
    - the motivation and fairness of each

    party.

    NEGOTIATOR ABILITIES
    The best negotiators exhibit the ability to:
    - plan carefully
    - gain management support
    - effectively apply bargaining techniques
    - communicate effectively
    - tolerate conflict while searching for agreement
    - project honesty
    - foster team cooperation

    OUTCOMES & STYLES


    In general, there are three possible outcomes to every negotiation.
    They are known as:- win/win
    - win/lose
    - lose/lose
    - deadlock

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