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STUDY UNIT 2:
NEGOTIATION
P R E S C R I B E D R E A D I N G M AT E R I A L
WIESE CHAPTER 2
PAT E L I A A N D C H I C K TAY C H A P T E R 2

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STUDY UNIT OUTCOMES

Subtitle

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What is Negotiation? Wiese p12

Wiese defines negotiation as:

“A process by which two or more parties attempt to resolve
their opposing interests”

Patelia and Chicktay define it as:

“a process whereby two or more parties in dispute discuss
their issues, with the purpose of reaching an agreement
based either on their positions or their interests,
depending on their strategy they choose to adopt. These
parties may either act on their or own behalf or on behalf
of another individual or group.”

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Characteristics common
title to
style
all negotiations Wiese p12

• Two or more parties

• There is a conflict of needs and desires
• Parties negotiate by choice
• Parties expect a process of ‘give and take’
• Involve the management of tangibles and also the resolution of
intangibles

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When not
edit
to Master
negotiate?
titleWiese
style p12

• Where the risks are too high

• When a party has no stake in the outcome
• When a party does not have the time
• When the other side acts in bad faith
• When waiting would improve a party’s bargaining position
• When a party is not prepared
• When it would be unethical

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 Negotiation ctd

Click to edit Master title styleCreating

conducive
negotiation
climate

Reframing l

Skills
Wiese p13 - 18

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Click to editProcess
Negotiation Master title
Wiesestyle
p18 - 24

Opening Exchanging Exploring Agreeing on Closing the

Preparation
Negotiations Information options solutions agreement

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Types ofedit
negotiations
Master title style

Positional – based Negotiations Interest-based Negotiations

• Stick to their position • Problem solving approach

• Bargain with purpose of reaching • 5 Areas:
compromise • Moving from positions to interests
• Lack of trust • Building a healthy working relationship and
listening effectively
• BATNA
• Inventing options
• Use objective criteria to choose option

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Click to editStyles:
Negotiating Master Wiese
title p24
style
- 39

Competitive Collaborative Principled Negotiation Passive Negotiation

Bargaining Bargaining Styles

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Click to editEthics
Negotiation MasterWiese
titlep42
style
- 45

Legal Obligations Ethical frameworks Ethics in action

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 To test
Click toyour
edit knowledge
Master titleand
style
understanding (and for interest
sake):
To determine your conflict management style, complete the
following

https://www.onlineassessmentt
ool.com/conflict-styles-
assessment/assessment-56528
Refer to eFundi (under the study unit 2 tab) for the test your knowledge and understanding 11 11
exercise.