In this chapter, we learn that interdependence is the relationship between people and groups that often leads them to negotiate. you will learn how to set the groundwork for a thorough and detailed examination of the negotiation process. Began with examples from the news of events around the world and examples from our everyday experience. And used these examples to introduce the variety of negotiations that occur daily and to discuss how we will present material in this book.
In negotiations, there is usually a conflict of needs and desires between all parties involved, and there is need to engage in mutual adjustment of one’s expectations of outcomes from the bargaining process. Hence, in negotiations, there is a give-and-take process that usually occurs.
Successful negotiation involves the management of tangibles and intangibles as all parties involved try to move towards their settlement point and try to claim value from the negotiation.
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