Negotiation: Difference between revisions
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See also [[Mediation]], [[Arbitration]] and [[ |
See also [[Mediation]], [[Arbitration]], [[Conciliation]], and [[Dispute resolution]]. |
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Revision as of 16:01, 6 January 2002
One of the processes whereby interested parties resolve disputes, agree upon courses of action, bargain for individual or collective advantage, and/or attempt to craft outcomes which serve their mutual interests.
In the advocacy approach, a skilled negotiator usually serves as advocate for one party to the negotiation and attempts to obtain the most favorable outcomes possible for that party. In this process the negotiator attempts to determine the minimum outcome(s) the other party is (or parties are) willing to accept, then adjusts her demands accordingly. A "successful" negotiation in the advocacy approach is when the negotiator is able to obtain all or most of the outcomes his party desires, but without driving the other party to permanently break off negotiations.
See also Mediation, Arbitration, Conciliation, and Dispute resolution.
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