chapter1 the nature of negotiation

In this chapter, the author explained about the nature of negotiation. The author opened with example of negotiations in different situations. Moreover, the author used Joe and Sue carter story to give examples. Explanation four keys characteristics of negotiation situation; interdependence is about the parties need to work together to achieve their goals. Mutual adjustment is the way to adjust their outcomes and decision to reach a mutually satisfactory result by negotiation. Value claiming and value creation are about using distributive bargaining, integrative negotiation, or combination of claiming and creating value processes to achieve goals. Finally, Conflict management is talked about how to manage conflict to control the distraction components, and how conflict is functional and dysfunctional.