Leadership negotiation. Summary chapter 1

Summary Chapter 1
The nature of negotiation

In this chapter, the authors examine the negotiation process. Various examples show how negotiation permeates our daily lives. The four key elements of the negotiation process are:

 Managing interdependence
o Parties understanding the ways they are dependent on each other to attain their goals

 Engaging in mutual adjustments
o Goal adjustment in order to craft agreement satisfactory to both parties

 Creating value
o Win-win outcome

 Managing conflict
o Involving strategies to maximize benefits of conflict and limit its costs