An analysis of the process of negotiation

In other cases, however, they may withdraw their demands without really being convinced that the other side is correct, but for the sake of group unity or in the interest of time--they withdraw all complaints.

Mapping Developing a conflict time line may help to clarify the sequence of events and understand the different stages in a conflict's history. Identification of your and their Interests Positions: Conflict analysis is an important start to stakeholder engagement Section 6.

People are likely to identify many causes and provide different interpretations about the importance of each. Successful brinksmanship convinces the other party they have no choice but to accept the offer and there is no acceptable alternative to the proposed agreement.

In a like manner, one can "anchor" and gain advantage with nonverbal body language cues. To be trusted, you must be genuine! Bad faith is a concept in negotiation theory whereby parties pretend to reason to reach settlement, but have no intention to do so, for example, one political party may pretend to negotiate, with no intention to compromise, for political effect.

That is the development of a joint agenda. It can be very important to consider how these relationships have changed over time, and what is desired for the future. Trust may be built only in repetitive games through the emergence of reliable patterns of behavior such as tit-for-tat.

Active listening — Listening is more than just hearing what the other side is saying. The process of negotiation therefore is considered to unfold between fixed points: Considered as departures in the process, Druckmanhas proposed a three-part framework for analysis in which precipitating events precede and cause departures which have immediate and delayed consequences.

Stakeholders can be identified as those individuals or groups who are affected by the outcome of a conflict, as well as those who influence that outcome.


The advocate attempts to obtain the most favorable outcomes possible for that party. This will lead to easier negotiations next time around.

Competitive negotiators have strong instincts for all aspects of negotiating and are often strategic. This is the point where one party might want to provide the other party with any documentation that helps support its position. You will learn more in this stage about the other side. By asking the person exactly what they mean, they may realize you are not simply walking through a routine, but rather take them seriously.

And never forget to thank the other party for their willingness to negotiate — even when no agreement is reached. For example, a four-year-old child crying for a lollipop in a marketplace has neither control over resources nor physical strength.

The issue of women's land rights has received increased attention in recent years, and several countries have implemented legislation establishing gender equality with respect to access to natural resources and land.

Stage 5 — Execute Stage 5 is implementation of the agreement. This reinforces the need to obtain and understand the range of local viewpoints about a conflict. In this process the negotiator attempts to determine the minimum outcome s the other party is or parties are willing to accept, then adjusts their demands accordingly.

This is the time to put down in writing the common interests and produce a comprehensive summary of the agreement. During this phase, the parties will also exchange their initial proposals or demands.

Government policies towards indigenous peoples, long-standing tensions between customary and government tenure systems, national development goals and globalization may appear irrelevant to day-to-day management in remote areas, but these factors are often shown to have significant impact on local disputes.

It involves periodically seeking further clarification from the person. To identify and assess the dependency and power of different stakeholders in a conflict.

Negotiation theory

Avoiders often tolerate conflicts, allowing them to simmer without doing anything to minimize them. Competency — Are they credible and able?Thus, negotiation is a process of combining divergent positions into a joint agreement under a decision rule of unanimity. It is aimed to resolve points of difference, to gain advantage for an individual or collective, or to craft outcomes to satisfy various interests.

Note: Citations are based on reference standards. However, formatting rules can vary widely between applications and fields of interest or study. The specific requirements or preferences of your reviewing publisher, classroom teacher, institution or organization should be applied.

5 Steps of Negotiation Process

Negotiation Essay Examples. 8 total results. An Analysis of the Process of Labor-Management Bargaining. 1, words. 1, words. 4 pages. An Analysis of the Process of Negotiation.

1, words. 2 pages. A Brief Introduction to the Presidents and Conflict Resolution and James Maddison. 2, words. 5 pages.

Let them eat figs : an analysis of the negotiation process leading to the Madrid Peace Conference

The Negotiations Process and Structures FROM PROTESTS TO STRIKES This chapter examines the process by which unions and employers negotiate collective agreements and the structures they use for those negotiations, con­ tinuing the analysis of the middle (functional) level of labor relations activity.

It looks at how negotiation and consensus building can be used to manage conflict and build collaboration, and provides practical, step-by-step guidance on how to establish and manage a process of consensual negotiations involving multiple stakeholders.

I was familiar with Zartman's work on negotiation analysis (Zartman, (Zartman, (Zartman,but it was his work on negotiation complexity that really fascinated me.

An analysis of the process of negotiation
Rated 4/5 based on 27 review