Negotiating is essential. The world, nowadays, is more and more interactive and we find ourselves dealing with all different kinds of cultures and possibilities. It’s getting more complicated since the world opened up. We can multiply our profits by negotiating and trading worldwide.
One can find a lot of interesting information about negotiation and its diverse tactics to make money, but another topic is the ethical or social aspect behind negotiating. This is something one can also not so easily deny because it’s part of the game. It is known under the catchphrase “Social Dilemma”.
It’s about the conflict of the individual in ordinary life and the decision to cooperate or defect. The decision is based on the best outcome for the individual and should be for the collectivist while achieving a maximum individual result.
The purpose of this paper is based on the nature of negotiation and should give an insight especially to the cooperative style of negotiations and should also touch on the related ethical point of view.
Inhaltsverzeichnis (Table of Contents)
- Introduction
- The Nature of Negotiation
- The Two Styles of Negotiating
- Conflicts
- Cultural Differences
- Cooperation and Ethics
- "Better Ways to Cut a Cake"
- Mechanism Design
- Enron Scandal
- Conclusion
Zielsetzung und Themenschwerpunkte (Objectives and Key Themes)
This paper explores the nature of negotiation, focusing primarily on the cooperative style and its ethical implications. It examines the different styles of negotiation, including competitive and cooperative approaches, and explores the potential for conflict arising from cultural differences. The paper also delves into the ethical aspects of negotiation, examining concepts like "Better Ways to Cut a Cake" and mechanism design.
- The nature and styles of negotiation
- The potential for conflict in negotiations, especially related to cultural differences
- Ethical considerations in negotiation and the "Social Dilemma"
- Cooperative negotiation as a problem-solving process and its potential for achieving win-win outcomes
- The concept of BATNA and its role in negotiation
Zusammenfassung der Kapitel (Chapter Summaries)
The Introduction establishes the importance of negotiation in today's interconnected world, highlighting the complexities of navigating diverse cultures and the ethical considerations inherent in the process. It introduces the concept of the "Social Dilemma" and sets the stage for exploring the cooperative style of negotiation.
Chapter 2 delves into the nature of negotiation, defining it as a process of bargaining between parties. It explores the two main styles of negotiation: competitive (adversarial) and cooperative (soft bargaining). The chapter emphasizes the win-win mentality of cooperative negotiation and introduces the concept of BATNA as a tool for achieving favorable outcomes.
Chapter 3 examines the inevitability of conflict in social units and classifies conflicts as functional and dysfunctional. It explores the various factors that can contribute to conflict, including differences in interests, resources, rationality, values, and cultural backgrounds. The chapter emphasizes the importance of recognizing cultural differences in international negotiations.
Schlüsselwörter (Keywords)
This paper focuses on negotiation, cooperative negotiation, ethical considerations, cultural differences, conflict, BATNA, "Better Ways to Cut a Cake," and mechanism design. The analysis explores the challenges of navigating diverse cultures and the importance of considering ethical implications in negotiation practices.
- Quote paper
- Dajana Morak (Author), 2008, Cooperative Negotiation, Munich, GRIN Verlag, https://www.grin.com/document/129292
