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Negotiation and Conflict Management Research

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Topic: Negotiating

Sort Desciption: Negotiations present individuals with a complex multilayered process. In order to craft a deal negotiators must manage at least three ...

Content Inside: CALL FOR PAPERS Negotiation and Conflict Management Research SPECIAL ISSUE Beyond The Deal: Next Generation Negotiation Skills DEADLINE FOR SUBMISSIONS: SEPTEMBER 30 2007 Guest Editors Mara Olekalns Melbourne Business School University of Melbourne Jeanne Brett Kellogg School of Management Northwestern University Overview Negotiations present individuals with a complex multilayered process. In order to craft a deal negotiators must manage at least three distinct layers: the substantive aspects of negotiation that is creating and claiming value; the social processes that underpin and shape negotiators ability to craft a deal; and the increasingly complex environment in which deals are made. To manage each of these layers negotiators need to balance a mastery of substantive deal-making skills with a mastery of complementary social and relational skills. Recently there has been a surge of interest in the intangible aspects of negotiation such as trust emotion and reputation. There is also a growing recognition of the changing environment in which we negotiate which may involve unseen enemies unidentifiable coalitions and intractable disputes. Managing these intangible aspects of negotiation requires a unique set of skills that focus on the social and relational aspects of negotiation. Despite our recognition that these skills play an important role in deal-making in practice capturing this next generation of negotiation skills in a classroom setting is challenging in two ways. The first challenge is to create classroom experiences that capture the essence of these intangible aspects of negotiation. The second challenge is to build these experiences from research-based knowledge about how these intangibles factors play out in negotiation. The goal of this special is to (a) stimulate a discussion about how research findings in the three areas listed below can be used to create effective learning tools and (b) identify gaps in our knowledge that provide future ...

negitiation and conflict management

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» Seven Elements of Negotiation

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Communication: A central process in negotiation is communication. ... Interests: What is important to you that you can achieve in the negotiation. ...

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