edf40wrjww2CF_PaperMaster:Desc
Short-term disputes and long-term conflicts have always existing between organizations. People's ability is not always strong enough to solve problems. So they need to develop negotiating skills. Negotiation, in general, can be defined as an attempt to manage interdependence and conflict between parties. Furthermore, negotiations can be seen as a process to establish, define, or redefine the relationship between negotiating parties (Koeszegi, 2004, p1). Negotiation has a great influence on solving problems. Therefore it is evident that negotiation is an essential element in solving problems between organizations. The purpose of this essay is to show that negotiation can break a deadlock, achieve win-win outcome and is an important way to find solutions to the problems.
Negotiation is an important way to find solutions to the problems. When two parties negotiate, they have something in common and some differences. What they have in common is that each side has something the other side wants. Their differences lie in the fact that both want the best deal for themselves (Thompson, 1998, p135). Participants know that they need something from others, which they do not have before negotiation. Through negotiation, they exchange information to get a clear mind that what they could do to solve the problems. One reason for the claim is that parties have great interest in the resources that belong to other parties. Participants in an effective negotiation understand that one another's interests are more likely to find value creating trades than parties who either do not share information or share information asymmetrically (Wolfe & Mcginn, 2005, p15). For example, in 1961, the Soviet Union and the United States ...