Summary
In this chapter I explored four key elements for negotiation process:
1. managing interdependence
2. engaging in mutual adjustment
3. creating or claiming value and
4.managing conflict.
The author talked about the characteristics of Negotiation situation which are composed of two or more parties who need each other. The author also described the definition of conflict, its level, and its dysfunctions in order to understand how to manage the conflict. There are five major strategies for Conflict Management as follow: Contending, Yielding, Inaction, Problem solving and Compromising.
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