Tt is aimed to resolve points of difference, to gain advantage for an individual or collective, or to craft outcomes to satisfy various interests. It is often conducted by putting forward a position and making small concessions to achieve an agreement. A
dialogue between two or more people or parties intended to reach a beneficial outcome. This beneficial outcome can be for all of the parties involved, or just for one or some of them.
Everyone negotiates everyday, often without even considering it a negotiation. Negotiation occurs in business, sales, non-profit organizations, government branches, legal proceedings, among nations, and in personal situations such as marriage, divorce, parenting, etc. The study of the subject is called negotiation theory. Professional negotiators are often specialized, such as union negotiators, leverage buyout negotiators, peace negotiator, or hostage negotiators. They may also work under other titles, such as diplomats, legislators, or brokers
They face a common problem and want to see it resolved; each party wants to get something or do something which they can't get without the other party.
Why engage in negotiation?
Everyone negotiates everyday, often without even considering it a negotiation. Negotiation occurs in business, sales, non-profit organizations, government branches, legal proceedings, among nations, and in personal situations such as marriage, divorce, parenting, etc. The study of the subject is called negotiation theory.
-come up with a list of possible actions you can take without an agreement, possible solutions you can seek personally
-think through those alternatives and see if you develop these and maybe make them better
-out of this list, pick the most attractive one, this is your BATNA
-offered $150,000 for the house by Lana
-response to this offer will depend on how it compares to your BATNA
-if Peter has already offered $170,000, then you have a better BATNA
-what if you only have one offer and it's for $90,000
-based on my 'bottom line' I may not accept this
-however, based on my BATNA, I may accept this if I have no other offer (can't leave the house on the market forever hoping to get a better offer
-even though my resistance point isn't even met, my BATNA doesn't allow for many other solutions
-what if there is another offer to develop the house into a small school
-in 2 years we will have such and such revenues
-this is a considerable BATNA: I don't get the money I want immediately, but in the end I may get more money than just the $90,000