for students help to understand negotiation. Negotiation is a dialogue between two or more people or parties intended to reach an understanding, resolve points of difference, to gain advantage for an individual or collective, or to craft outcomes to satisfy various interests. Negotiation occurs in business, non-profit organizations, 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.

1. SUBMITTED TO:
Prof. Gangwani
SUBMITTED BY:
Aquib Khan
MBA – 1st Sem

8. (i) There are a minimum of two parties present in any negotiation.
(ii) Both the parties have pre-determined goals which they wish to
achieve.
(iii)There is a clash of pre-determined goals, that is, some of the pre-
determined goals are not shared by both the parties.
(iv)There is an expectation of outcome by both the parties in any
negotiation.
(v) Both the parties believe the outcome of the negotiation to be
satisfactory.
(vi)Both parties are willing to compromise, that is, modify their position.
(vii)The incompatibility of goals may make the modification of positions
difficult.
(viii)The parties understand the purpose of negotiation.

10. 1.Location
2.Physical setting
3.Time Passage & Deadlines
4.Audience Characteristics

14. NEGOTIATION
PERSONALITY
SALES
MOTIVATION
ITEGRATIVE DISTRIBUTIVE
COOPERATIVE
TACTICS
COMPETITIVE
TACTICS

18. Overview
of

19. They are
Always
changing Symbolic
dimension

20. Multi-layered Constantly In flux Elatic
Multi-layered
Constantly
In
flux
Elastic
Largely
Below
The
surface

21. : Connections

23. : How to Respond

25. GLOBAL
IMPLICATIONS
ON
NEGOTIATION