Negotiation [2 Marks]

Definition (Lewicki):
Negotiation is a purposeful interaction between two or more parties aiming to resolve differences, allocate resources or reach a mutually acceptable agreement through discussion and bargaining.

Essentials:

• Process: Give-and-take, dialogue involving proposals, counter-proposals and concessions.
• Types: Distributive (win-lose, fixed pie - e.g., wage bargaining) vs Integrative (win-win, collaborative problem solving).
• Context in HR/OB: Collective bargaining (union vs management), salary negotiation, conflict resolution, vendor deals.

Key Skills: Preparation, BATNA awareness, active listening, persuasion, closing.

Successful negotiation aims for win-win and long-term relationship, not just victory.

Word Count: ~110 words.