LEARNING JOURNAL

Learning Journal

Learning Journal

Introduction

Negotiation and Dispute Resolution is rapidly becoming a vital component of successful businesses and critical relationships. Through the Organizational/Transactional Negotiation and Dispute Resolution program, you can become a leader in a new quantum level of Conflict Resolution. This innovative specialization will give you a strong foundation in the dynamics of resolving disputes, leadership and organizational behavior, business and societal ethics, and managerial economics, helping you create a business environment in which people thrive.

Negotiation and Dispute Resolution

The Journal "The role of emotion in negotiation: The impact of anger and race" by Davidson, M. N., & Greenhalgh, L. (1999) states that Negotiation is a dialogue intended to resolve disputes, to produce an agreement upon courses of action, to bargain for individual or collective advantage, or to craft outcomes to satisfy various interests. It is the primary method of alternative dispute resolution. Negotiation occurs in business, non-profit organizations, and government branches, legal proceedings, among nations and in personal situations such as marriage, divorce, parenting, and everyday life. The study of the subject is called negotiation theory. Professional negotiators are often specialized, such as union negotiators, leverage buyout negotiators, peace negotiators, hostage negotiators, or may work under other titles, such as diplomats, legislators or brokers.

Negotiation is something that we do all the time and is not only used for business purposes. For example, we use it in our social lives perhaps for deciding a time to meet, or where to go on a rainy day. Negotiation is usually considered as a compromise to settle an argument or issue to benefit ourselves as much as possible. (Davidson, 1999, 26) Communication is always the link that will be used to negotiate the issue/argument whether it is face-to-face, on the telephone or in writing. Remember, negotiation is not always between two people: it can involve several members from two parties. There are many reasons why you may want to negotiate and there are several ways to approach it. The following is a few things that you may want to consider.

If your reason for negotiation is seen as 'beating' the opposition, it is known as 'Distributive negotiation'. This way, you must be prepared to use persuasive tactics and you may not end up with maximum benefit. This is because your agreement is not being directed to a certain compromise and both parties are looking for a different outcome. Should you feel your negotiation is much more 'friendly' with both parties aiming to reach agreement, it is known as 'Integrative negotiation'. This way usually brings an outcome where you will both benefit highly. Negotiation, in a business context, can be used for selling, purchasing, staff (e.g. contracts), borrowing (e.g. loans) and transactions, along with anything else that you feel are applicable for your business. (Davidson, 1999, 26)

The Journal "The role of emotion in negotiation: The impact of anger and race" by Davidson, M. N., & Greenhalgh, L. (1999) states also states that Negotiation typically manifests itself with trained negotiator acting on behalf of a particular organization or ...