Nature of negotiation

In this first chapter we learn the basic meanings, nature, characteristics of conflict in negotiation. As well we easily understand that how many variety of negotiation occurs in our daily life from the example of Joe & Sue Carter. There are four key elements of the negotiation process :managing interdependence, engaging in mutual adjustment, creation or claming value and managing conflict. Chapter one basically discusses about the nature of negotiation. It focuses the four elements of the negotiation process. The study of these four elemnets is necessary in the understanding of how the negotiation works. The four elements are mainly interdependence, mutual adjustments, value claiming and value creation and conflict. Interdependence is one of the characteristics of negotiation that basically pertains to the situation that the parties need each other to achieve objectives and outcomes, in other words they must coordinate with each other. Mutual adjustment is about how to handle differences of both parties. This is necessary for the parties to understand each others goal and objectives. Value claiming and creation is the reason why negotiation exists. There is a need to be fulfilled and negotiation takes place in order to achive their goals and claim the value of what they are pursuing. Conflicts are common in the negotiation process because of interdependent relationship, misinterpretation and misunderstading. This chapter discusses when and how conflicts occur and how to manage it. A good exaple was provided in this chapter. The situation of Joe and Sue Carter shows how often they negotiates in their everyday life and how they might have approached to certain situations differently during the day.