This document discusses characteristics of negotiation situations and the role of conflict in negotiations. It provides an overview of key concepts in three main points: 1. There are common characteristics to all negotiation situations, including multiple parties with conflicting interests who negotiate to find agreement rather than fight or give up. Successful negotiations involve resolving tangible and intangible issues. 2. Conflict can have both beneficial and dysfunctional effects on negotiations. It may promote problem-solving but can also lead to distorted perceptions if escalated. 3. Different levels of conflict exist, from internal personal conflicts to complex intergroup disputes, and the structure of interdependence between parties shapes negotiation outcomes.

2. 1.1Negotiation

3. Module One

4. 4Characteristics Common to All Negotiation SituationsThere are two or more parties.

5. There is a conflict of interest between them.

6. Parties negotiate because they think they can get a better deal than by taking what the other side will give them.

7. Parties prefer to search for agreement rather than:

8. Fight openly;

9. Capitulate;

10. Permanently break off contact;

11. Take their dispute to a third party.

12. Hay dos o más partidos.

13. Hay un conflicto de intereses entre ellos.

14. Los partidos negocian porque piensan que pueden conseguir un mejor trato que tomando lo que le dará el otro lado.

15. Los partidos prefieren buscar para el acuerdo en vez de:

16. Lucha abiertamente;

17. Capitule;

18. Interrumpa contacto permanentemente;

19. Lleve su conflicto terceros. 5Characteristics Common to All Negotiation Situations (cont.)Parties expect give and take.

20. They expect both sides will modify or give in somewhat on their opening statements, requests, or demand.

21. Successful negotiation involves:

22. The resolving of tangibles (e.g., the price or the terms of agreement);

23. The resolution of intangibles (the underlying psychological motivations).

24. Los partidos cuentan con la concesión mútua.

25. Esperan que ambos lados se modifiquen o que den adentro algo en sus declaraciones iniciales, peticiones, o demanda.

26. La negociación acertada implica:

27. La resolución de los bienes materiales (e.g., el precio o los términos del acuerdo);

28. La resolución de las cosas intangibles (las motivaciones psicologicas subyacentes). Negotiations6Negotiations occur for one of two reasons: 1) To create something new that neither party could attain on his or her own; 2) To resolve a problem or dispute between the parties.Negotiations occur for one of two reasons: 1) To create something new that neither party could attain on his or her own; 2) To resolve a problem or dispute between the parties.

29. 7Getting to Yes: Principled Negotiation Fisher & Ury, 1991Negotiation is the process of back-and-forth communication aimed at reaching agreement with others when some of your interests are shared and some are opposed;

30. Principled negotiation uses joint problem-solving to attack the problem together;

31. Principled negotiation is soft on the people and hard on the problem .

32. La negociación es el proceso de la comunicación hacia adelante y hacia atrás dirigido alcanzando el acuerdo con otros cuando algunos de sus intereses se comparten y se oponen algunos; La negociación de principios utiliza solucion de problemas común para atacar el problema junta; La negociación de principios es suave en la gente y dura en el problema. 05/09/08International NegotiationMore complex than domestic negotiations.

33. Differences in national cultures and differences in political, legal, and economic systems often separate potential business partners.

34. Más compleja que la negociación doméstica.

35. Las diferencias culturales y las diferencias en los sistemas políticos, legales y económicos a menudo separan a los socios potenciales.905/09/08InterdependenceIn negotiation, both parties need each other;

36. interlocking goals

37. Mutual dependency is called interdependence;

38. Interdependent goals are important within negotiation:

39. Win-lose: I win, you lose;

40. Win-win: Opportunities for both parties to gain.

41. En la negociación, necesidad de ambas partes;

42. Metas conectado

43. Dependencia mutua se llama interdependencia;

44. Las objectivos interdependientes son importante dentro negociación:

45. Ganar-pierda: Gano, usted pierdo;

46. Ganar-Ganar: Oportunidades para que ambas partes ganen. 1005/09/08InterdependenceOne potential consequence of interdependent relationships is value creation.

47. The other potential consequence of interdependent relationships is conflict.

48. Una consecuencia potencial de relaciones interdependientes es creación de valor.

49. La otra consecuencia potencial de relaciones interdependientes es conflicto. 1105/09/08Types of InterdependenceAffect OutcomesInterdependence and the structure of the situation shape processes and outcomes.

50. Zero-sum or distributive. – one winner

51. Non-zero-sum or integrative – mutual gains situation.

52. La interdependencia y la estructura de la situación forman procesos y resultados.

53. Suma cero o distributivo.

54. un ganador

55. No-cero-suma o intagrativo - situación mutua de los aumentos. 12Value CreationSynergy: the notion the "the whole is greater than the sum of its parts".

56. Negotiators should be aware that potential differences can be used to reach agreement:

57. Possible to create value through shared interests and through scale (task too big for one party to accomplish alone).

58. Sinergia: la noción el " el conjunto es mayor que la suma de su parts".

59. Los negociadores deben ser conscientes que las diferencias potenciales se pueden utilizar para alcanzar el acuerdo:

60. Posible crear valor con intereses compartidos y a través de la escala (tarea demasiado grande para que un partido logre solamente). 1305/09/08Two Dilemmas in Mutual AdjustmentDilemma of honesty.

61. Concern about how much of the truth to tell the other party.

62. Dilemma of trust.

63. Concern about how much negotiators should believe what the other party tells them.

64. Dilema de la honestidad.

65. Preocupación por cuánto de la verdad para decir el otro partido.

66. Dilema de la confianza.

67. Preocupación por cuánto deben creer los negociadores lo que le dice el otro partido. 14ConflictMay be defined as a: