This document outlines key concepts and elements of international negotiation. It discusses reasons for negotiation including sharing resources, creating new opportunities, and resolving disputes. Important themes in negotiation include bargaining, negotiation, interdependence, and understanding. Negotiations involve two or more interdependent parties seeking agreements through concessions. Effective negotiation requires understanding goals, strategies, tactics, information gathering, and implementing agreements. The document provides an overview of concepts like BATNA, mutual adjustment, value claiming and creating, conflict management styles, and the negotiation process.

1. International negotiationUnit 4

2. ObjetivesUnderstand the concept of negotiation and its key elements.Examine how to use negotiation to manage situations of interdependence.Consider how negotiations may be practical in management conflict.Understand the importance of goal setting in negotiations.Analyze the major elements of negotiation strategy and the process of selecting a strategy.Understand how most negotiations evolve through stages and phases.

3. NegotiationsNegotiations occur for several reasons: To agree on how to share or divide a limited resource

4. To create something new that neither party could attain on his or her own

5. To resolve a problem or dispute between the partiesApproach to the SubjectBargaining.

6. Negotiation.Three Important Themes Negotiation.Interdependence.Understanding.

7. Characteristics of a Negotiation SituationThere are two or more parties

8. There is a conflict of needs and desires between two or more parties

9. Parties negotiate because they think they can get a better deal than by simply accepting what the other side offers them

10. Parties expect a “give-and-take” processInterdependenceThis mutual dependency is called interdependence

11. Interdependent goals are an important aspect of negotiation

12. Interdependent parties are characterized by interlocking goals

13. Having interdependent goals does not mean that everyone wants or needs exactly the same thing

14. A mix of convergent and conflicting goals characterizes many interdependent relationshipsTypes of InterdependenceAffect OutcomesInterdependence and the structure of the situation shape processes and outcomes.Alternatives Shape InterdependenceEvaluating interdependence depends heavily on the alternatives to working together

15. The desirability to work together is better for outcomes

16. Best available alternative: BATNA (acronym for Best Alternative to a Negotiated Agreement)Mutual AdjustmentContinues throughout the negotiation as both parties act to influence the other