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NCJRS Abstract

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NCJ Number: 99625 Find in a Library
Title: Negotiation - Theory and Reality (From International Negotiation, P 1-8, 1984, Diane B Bendahmane and John W McDonald, Jr, eds. - See NCJ-99624)
Author(s): I W Zartman
Date Published: 1984
Page Count: 8
Document: PDF
Format: Document
Language: English
Country: United States of America
Annotation: Suggestions regarding concepts, phases, turning points, methods, and particular types of negotiations suggest that certain aspects of the process can be taught.
Abstract: Certain functions must be carried out for the negotiation process to be effective: diagnosis or trying to find out what the problem is and what both sides want, and formulation-finding, an overarching principle which will define the problem and be the basis for an agreement. Changes occur in the nature of the negotiating process which are separated by turning points. One is the moment of seriousness when both parties realize that a solution is possible, and another is the crest when enough has been decided that both parties are satisfied with the agreement. Negotiation is a matter of manipulating perceptions in several different ways. One concerns bringing together both sides' perceptions in a way that a satisfactory formula is achieved, while another focuses on the two parties' parameters of vision and the frills and feelings that surround the vision. Because negotiations use conflict to force conciliation, this element must be maintained. To work its way out of the situation, however, one party must maintain a clear view of its objective and show the other party that its conflict track is blocked but another conciliatory track exists.
Index Term(s): Conflict resolution; Consensus theory; Negotiation
Note: Available on microfiche as NCJ-99624
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