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