Negotiation: Summaries

"Essentials of Negotiation" by R. Lewicki, B. Barry, D. Saunders

The Nature of Negotiation: Chapter 1
The negotiation is introduced as a typical life event of our society. Average American couple (Joe and Sue Carter) is brought as an example of the role model of everyday negotiation in regular social and personal life. Nature of negotiation depends from reason, situation, relationship, mutual adjustment, strategy, purpose, etc.: There are two main reasons: to get something or resolve the conflict. The chapter gives explanation how to manage the conflict what strategy to choose and what result to expect.

Strategy and Tactic of Distributive Bargaining: Chapter 2
The chapter introduced a general structure of distributive bargaining situations, strategy and tactics that is useful for those situations. This type of bargaining is competitive and conflict kind negotiation, so it is important to be prepared and start with proper set, target and resistance points. It is very important to have a reasonable resistance point and gather as much as possible info about other party positions, interests and (if it is possible) resistance points, which is not easy. The chapter gives reader clue about possibility and necessity to influence other party belief in order to succeed in the distributive negotiation.

Strategizing, Framing, and Planning: Chapter 4
The chapter discusses the key factor for negotiator to know how to plan a successful negotiation.
Negotiator should determine the goal (specific or general). Goal could be intangible or tangible. Goal can shape the frame and frame can shape the goal
Negotiator should choose the strategy: competition, collaboration, avoidance and accommodation
Negotiator should be aware of principle of framing, how it impacts the negotiation and what following consequences to expect.
Negotiator should know that negotiation is evolving and changing negotiators as well predictably.
Planning process of negotiation includes goals, strategy, frames and predictable stages. Knowing that and effectively perform at each level promises a successful achievement in negotiation.

Perception, Cognition, and Emotion: Chapter 5
The chapter analyzes role of perception, cognition and emotion in negotiation. The chapter presents perception process and four types of distortions: stereotyping, halo effects, selective perception and projection. Chapter explaines how faming influences negotiation. The chapter describe how to manage misperception and cognitive biases in negotiation, how mood and emotions affect negotiation. (from book)

Communication: Chapter 6
The chapter is showing what is communicated and how people communicate during negotiation using language, non-verbal communication and selection of a communication channel. The chapter advises how to improve communication in negotiation. (from book)

Finding and Using Negotiation Power: Chapter 7
The chapter discussed the nature of negotiation power and five major source of power:
1. Informational
2. Personal
3. Position-based
4. Relationship based
5. Contextual

Ethics in Negotiation: Chapter 8
The chapter identify ethical and unethical tactics.Deceptive negotiators ask themself
1. Will they really enhance my power and help me?
2. How this tactic affects our relationship in a future?
3. How this tactics would affect my reputation?