Is Negotiating To Reach A Mutual Agreement Quizlet

In many cases, conflicts become “ripe” for negotiations when both sides realize that a power struggle does not allow them to get what they want and that they have reached a painful impasse. [44] If the parties believe that their ideal solution is not available and that a predictable agreement is better than the other options available, the parties have a “possible area of agreement” (ZOPA). This means that there is a potential agreement that would benefit both sides more than their alternatives. Negotiation is the process by which two or more parties (individuals or groups) try to agree on issues in which they have differences. When the first two steps are completed, both parties participate in an effective negotiation process at a specific time and place for that purpose. There are three types of negotiated procedures: haggling. Boulwarism and continuous haggling. The negotiated procedure is different from each type. Unlike treaty negotiations, the parties must, in the context of ongoing negotiations, discuss some difficult negotiating issues in joint meetings over a long period of time, sometimes for the duration of each agreement. The fundamental logic behind this method is that all contentious issues can be resolved through continuous negotiations over the period. While facts and ideas are important for changing another person`s opinions and perceptions, the effectiveness of conviction depends on how those facts and ideas are selected and presented. To be convincing, negotiators must consider the content of the message, the structure of the message, and the style of transmission. .

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