What is the theory of negotiation?
The theory of negotiation is a psychological study that focuses on decision -making processes in group settings. Several areas of human interactions are studied in this discipline and many resulting theories have an application in the business environment. In business situations where individuals of individuals normally must take mutual decisions, knowledge of these theories and their consequences can significantly alleviate tension.
Some conditions must be met before using the principles of negotiation theory. First, it is assumed that all parties involved in negotiations are rational and average intelligence. It is also assumed that these parties actually want to achieve an agreement and will work actively for this purpose. Finally, it is generally assumed that each individual works to achieve the best possible result for his own interests.
Many people who study the theory of negotiations came to see decision -making in a group medium as a strategic competition. This view sees eachAbout the negotiator as an opponent and is referred to as the theory of games. One of the driving tenants of the game theory is that opponents must try to minimize their potential for loss and at the same time maximize their potential for benefit. Since each involved person works with the same mind settings, interactions can be quite complex.
knowledge of integration analysis procedures can facilitate negotiation by changing their structure. This study of negotiation theory examines the effects of contact between negotiators at different points of interviews. It also tries to break the process into a smaller, more easily managed phases. Discovering possible periods of voltage in the decision -making process can be made to prevent problems in future interviews.
Theory of negotiation analysis examines situations where negotiators are influenced by the facts of other factors than their own interest. Third parties are often brought to these types of negotiations,to act against the effect of the external influences. This sequence of negotiation theory focuses on common profits rather than individual profits. In short, they try to minimize potential losses and maximize potential profits of all parties.
The fact is that although all the setting criteria seem to be met, the successful conclusion of the negotiations may not be possible. This happens most often when one negotiator acts in bad faith. Poor belief in action may be unconscious, but it is more often caused by a fundamentally disproportionate party that wants to discover cooperative. These individuals usually have an emotional connection that eliminates compromises.