The Nature of Negotiations (Summary of Chapter 1 and 2)
The chapter starts with some examples of Joe and Sue Carter. Carter family tries go to holiday but they cannot find a common way for all of them. Each member of the family has different desires to spend their holiday, however instead of spending the holiday separately they want to do it all together. Therefore the problems rises; is there a way for them to spend the holiday together and like it, how much sacrifices should each member of the family do or will they be able to negotiate and find a better way of solving this problem? These questions that Carter family has to answer are the questions that everyone in their lives has to answer. The book says, “People negotiate all the time” The authors state the reasons why people need to negotiate or why negotiations occur. Authors claim that negotiations occur for one of two reasons: first is “to create something new that neither party could do his or her own” or second “to resolve a party or dispute between parties. In addition to this, characteristics of a negotiation situation are explained through the example of the Carter family, and then the authors write about when you shouldn’t negotiate. Finally although negotiations seem to be a negative thing, they say that negotiating with people have positive influence on your character too such as conflicts can be stimulating and fun and conflicts promotes awareness of self and others. In the next chapter the book argues about strategizing, framing and planning. The authors discuss about what should be done before negotiations. They believe that strategizing, framing and planning plays a key role in negotiations, without any plan and strategy, negotiations objectives can be reached by chance or luck. Next the authors explain the key factors to the person who will negotiate. They say that negotiator should have a goal; it can be specific to general. Second, the negotiator should have major strategies in order to achieve his or her goal. Third, it is important for the negotiator to frame the problem, issue or the conflicts. The first 2 chapters try to explain the fundamentals of the negotiations through examples and highlighting the important issues.
The chapter starts with some examples of Joe and Sue Carter. Carter family tries go to holiday but they cannot find a common way for all of them. Each member of the family has different desires to spend their holiday, however instead of spending the holiday separately they want to do it all together. Therefore the problems rises; is there a way for them to spend the holiday together and like it, how much sacrifices should each member of the family do or will they be able to negotiate and find a better way of solving this problem? These questions that Carter family has to answer are the questions that everyone in their lives has to answer. The book says, “People negotiate all the time” The authors state the reasons why people need to negotiate or why negotiations occur. Authors claim that negotiations occur for one of two reasons: first is “to create something new that neither party could do his or her own” or second “to resolve a party or dispute between parties. In addition to this, characteristics of a negotiation situation are explained through the example of the Carter family, and then the authors write about when you shouldn’t negotiate. Finally although negotiations seem to be a negative thing, they say that negotiating with people have positive influence on your character too such as conflicts can be stimulating and fun and conflicts promotes awareness of self and others. In the next chapter the book argues about strategizing, framing and planning. The authors discuss about what should be done before negotiations. They believe that strategizing, framing and planning plays a key role in negotiations, without any plan and strategy, negotiations objectives can be reached by chance or luck. Next the authors explain the key factors to the person who will negotiate. They say that negotiator should have a goal; it can be specific to general. Second, the negotiator should have major strategies in order to achieve his or her goal. Third, it is important for the negotiator to frame the problem, issue or the conflicts. The first 2 chapters try to explain the fundamentals of the negotiations through examples and highlighting the important issues.
No comments:
Post a Comment