Negotiation - Paper

NEGOTIATION

“Negotiation is a process of interaction, by which two or more parties who need to be jointly involved in an outcome but who initially have different objectives, seek by the use of argument and persuasion, to resolve their differences in order to achieve a mutually acceptable solution”
(Fowler,1986-P.5)
INTRODUCTION
Negotiation. A widely used concept though the term is seldom mentioned. People negotiate all the time, almost daily. Friends negotiate where to have lunch. Two neighbors settle the argument over loud music. A housewife tries to get a reduction in the estimate for some electrical repairs by offering payment in advance. Children negotiate to decide which program to watch & also negotiate with their parents to stay up late.
In the business world, a marketing executive persuades a factory manager to alter a production schedule to fit in an order for a special customer. A sales representative tries to persuade a shop manager to display a particular brand more prominently. In some other part of the world, some ministers meet for a marathon negotiating session about prices & trade affairs while some negotiate about setting up standards on arms & ammunitions. Fowler (1986) illustrates that, in all these situations, despite massive differences of scale and subject matter, people are negotiating.
Lewicki (2003) observes that Negotiation is not a process reserved only for the skilled diplomats, top salesperson or board managers; its something that everyone does, almost daily, though the stakes differ from different scenarios.
Nieuwmeijer(1992) states, Negotiation is an essential part of our everyday life; just as we cannot exist without communicating, so we can barely exist without negotiating.
Negotiation is a basic way of getting what one wants from another, it is an exchange of information through communication. This also serves to continue or discontinue the relationship. The purpose of this communication...