Summary chapter 6: Negotiation

Communication plays an important role in the negotiation process. It is the where the exchange of ideas happen. This chapter focuses on the communication process in negotiation. It examined what is communicated during the negotiation which are basically the offers, motives,informations and outcomes. It also Discusses how people communicate by the use of language, nonverbal communication, eye contact, body position, etc. and how to improve communication in negotiation by using questions and listening. Finally the chapter also emphasize the special communication consider5ations at the close of negotiations which are avoiding fatal mistakes and achieving closure.

Summary chapter 5: Negotiation

Chapter 5 is about the role of Perception, Cognition and Emotion in the negotiation process. It provides an overview of how it affects the negotiator and the negotiation. It discussed the four types of perceptual distortion which is stereotyping, halo effects, selective perception and projection. It also discusses on how framing influences the negotiation, the cognitive biases, the ways to manage misperception and the Mood and emotion which have a great effect in the negotiators.

Summary chapter 4: Negotiation

Chapter 4 tackles the Strategy and Planning in Negotiation. Effective strategy and planning contributes to a good negotiation, negotiators achieve their goals and objectives by having sets of quality strategy. This chapter shows the process of strategy development, starting with the negotiators goals which have direct and indirect effect. Second is to plan, which is the strategy itself, in this phase the negotiator consider all elements that will affect the negotiation, and Alternative situational strategies are must be consider to face different outcomes. And the last will be to implement the strategy. You should be able to define the issues, interests, and alternatives before you go with the implementation process.

Summary chapter 2 Negotiation

Chapter two tackles about distributive bargaining situation and some of its elements to be considered, such as the situtation, strategies and tactics. Distributive bargaining is basically a competition over who is going to get the most of a limited resource which is money. Whether or not one oe both parties achieve their objectives will depend on the strategies and tactics they employ. This chapter also discusses about how to influence other party and how to find alternative to a negotiated agreement. This chapter provides the tactics which may be considered in the negotiation process. After the negotiation and learning about other party's needs, the next challenge is to close the agreement. This chapter also tackles several tactics in closing a deal.

Summary chapter 1 Negotiation

Chapter one basically discusses about the nature of negotiation. It focuses the four elements of the negotiation process. The study of these four elements is necessary in the understandingof how the negotiation works. The four elements are mainly interdependence, mutual adjustments, value claiming and value creation and conflict. Interdependence is one of the characteristics of negotiation that basically pertains to the situtation that the parties need each other to achieve objectives and outcomes, in other words they must coordinate with each other. Mutual adjustment is about how to handle differences of both parties. This is necessary for the parties to understand each others goal and objectives. Value claiming and creation is the reason why negotiation exists. There is a need to be fulfilled and negotiation takes place in order to achieve their goals and claim the value of what they are pursuing. Conflicts are common in the negotiation process because of interdependent relationship, misinterpretation and misunderstanding. This chapter discusses when and how conflicts occur and how to manage it. A good example was provided in this chapter. The situation of Joe and Sue Carter shows how do often theyotiate in theiryevery day life and how they might have approached to certain situations differently during the day.