Negotiation can be termed as the process of making decisions jointly between parties who are holding different views (Schermerhorn, Hunt, & Osborn, 2003). Individuals, business entities, and government institutions engage themselves in negotiation s from time to time while trying to get a solution to any unresolved matter.
Irrespective of the type or caliber of the parties involved in negotiations, it is always necessary to consider substance and relationship goals that a party hope to achieve by the end of the negotiating process. Substance goals are goals that you expect to achieve, for instance a 50% raise in salary. On the other hand, substance goals relates to how well you will be able to relate with the other party on the negotiating table after the negotiation process is concluded. Many negotiations results in damaged relationships and an effective negotiation can only occur when substance issues are resolved while at the same time relationships is maintained or improved (Fells, 2010).
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