Basic Characteristic of

Negotiations
Members of the Group
01 Putri Hardi Utami

22311141

02 Fatimah az Zahra
21311154

03 Sania Puspita Sari

21311620
Chapter Objectives

1. Understand the definition of negotiation, the key elements of a negotiation

process, and the distinct types of negotiation.
2. Explore how people use negotiation to manage different situations of
interdependence—that is, that they depend on each other for achieving their
goals.
3. Consider how negotiation fits within the broader perspective of processes for
managing conflict.
4. Gain an overview of the organization of this book and the content of its
chapters.
Three Important Things From This Chapter

1. The definition of negotiation and the basic characteristics of negotiation

situations.
2. An understanding of interdependence, the relationship between people and
groups that most often leads them to need to negotiate.
3. The definition and exploration of the dynamics of conflict and conflict
management processes, which will serve as a backdrop for different ways that
people approach and manage negotiations.
Negotiation is a process by which two or more parties attempt to
resolve their opposing interests. Negotiation is one of several
mechanisms by which people can resolve conflicts. Negotiation
situations have fundamentally the same characteristics, whether
they are peace negotiations between countries at war, business
negotiations between buyer and seller or labor and management, or
an angry guest trying to figure out how to get a hot shower before
a critical interview.
Characteristic of a Negotiation Situation
1. There are two or more parties; consider negotiation as a process between individuals, within groups, and between
groups.
2. There is a conflict of needs and desires between two or more parties - what one wants is not necessarily what the
other one wants
3. The parties negotiate by choice. They negotiate because they think they can get a better deal by negotiating than
by simply accepting what the other side will voluntarily give them or let them have.
4. When we negotiate, we expect a “give-and-take” process. We expect that both sides will modify or move away
from their opening statements, requests, or demands. This movement may be toward the “middle” of their
positions, called a compromise.
5. The parties prefer to negotiate and search for agreement rather than to fight openly, have one side dominate and
the other capitulate, permanently break off contact, or take their dispute to a higher authority to resolve it.
6. Successful negotiation involves the management of tangibles and also the resolution of intangibles.
When You Shouldn’t Negotiate

● When you don’t

● When you could have time
lose everything ● When they act in
● When you’re sold bad faith
out ● When waiting
● When the demands could improve the
are unethical situation
● When you don’t ● When you’re not
care prepare
When the Urge to Win Overwhelms Rational Decision Making
What fuels these competitive dynamics that lead to bad decisions

● Rivalry ● The spotlight

● Time pressure ● The presence of
attorney
Interdependence
One of the key characteristics of a negotiation situation is that the parties need each other in order
to achieve their preferred objectives or outcomes. They must coordinate with each other to
achieve their own objectives, or they choose to work together because the possible outcome is
better than they can achieve by working on their own. When the parties depend on each other to
achieve their own preferred outcome, they are interdependent.
Interdependent parties, are characterized by interlocking goals—the parties need each other in
order to accomplish their objectives, and hence have the potential to influence each other. in a
project management team, no single person could complete a complex project alone
Types of Interdependence Affect Outcomes
The interdependence of people's goals and the situational structure strongly influence
negotiation processes and outcomes. It distinguishes between competitive (zero-sum or
distributive) situations, where only one party can achieve their goal at the expense of others,
and mutual-gains (non-zero-sum or integrative) situations, where parties' goals are linked so
that achieving one party's goal benefits others. Examples include competing for a limited
resource versus collaborating to create something mutually beneficial, like a Broadway
musical. The passage suggests that strategies and tactics in negotiations vary depending on
whether the situation is competitive or mutual-gains.
Now we’re
talking!
Language is a living, breathing entity,
not confined to the pages of a textbook
—embrace the beauty of casual
everyday speech
 ~43%
Percentage of the world’s
population that knows at least two
languages
Colleges with specialization in linguistics
USA
Princeton University, Harvard
University, Stanford University

Brazil
University of São Paulo, Federal
University of Minas Gerais

India
Jawaharlal Nehru University,
University of Delhi
Most studied foreign languages

Mandarin

French

Spanish

English

Follow the link in the graph to modify its data and then paste the new one here. For more info, click here
Learning a foreign language, step by step
02 04
01 03
Choose the right Focus on
Set clear goals resources Establish a study vocabulary and
routine grammar

07 05
08 06
Carry out Practice listening
Embrace cultural Read and write and speaking
mistakes and immersion regularly
stay motivated
Real-life applications of language learning

Translation A B Tourism

Language teaching C D Public relations

Real-life
applications
Immigration
Academic research E F
services

Journalism G H Diplomacy
Some recommendations
Audiovisual content
Contrary to popular belief, watching
movies, TV shows, and listening to
music in the target language can be
beneficial when it comes to learning
that language. It helps your senses get
used to it, and offers a way to
experience actual casual speech found
in everyday situations
Persistence beats resistance
Dedicate regular time each day or
week to practice the language. Try to
make language learning a part of your
daily routine, whether it’s through
flashcards, reading, writing, or
listening exercises
Rubric
Criteria Excellent (4) Good (3) Basic (2) Limited (1)
Effective Struggles with basic
Language Accurate, fluent, and Basic skills with
communication with skills; significant errors
proficiency articulate language use frequent errors
minor errors hinder

Deep understanding, Shows awareness, Some awareness, may Lacks awareness;

Cultural
integrates cultural attempts to integrate misunderstand cultural misunderstands cultural
awareness
nuances cultural elements aspects references

Fluent and meaningful Clear communication, Struggles to Ineffective

Communication
communication; occasional hesitations, communicate, frequent communication;
skills
effective expression sustains conversations pauses struggles to convey

Consistently completes Generally completes Difficulty completing

Struggles with accuracy,
Task completion tasks with accuracy and tasks accurately with tasks; incomplete or
frequent errors
detail occasional errors inaccurate responses
Assignment brief
Course Foreign Language Abstract of the unit
Language and This unit focuses on enhancing students' grasp of
Unit communication studies language diversity and communication effectiveness
in different contexts, highlighting the importance of
Project Multilingual communication multilingualism in global communication
title portfolio

Tutor Dr. Tutor Assignment brief

This assignment investigates linguistic patterns and
Start date MM/DD/YYYY their effects on society, aiming to enhance students'
skills in research and critical analysis regarding the
significance of understanding language
Deadline MM/DD/YYYY
Case study
This case study explores communication challenges in a culturally diverse multinational corporation.
The goal is to identify and address barriers, fostering cross-cultural understanding and improving
collaboration within the workforce

Instructions
● Cultural assessment: Conduct interviews and surveys to understand cultural influences on
communication. Identify key factors affecting communication styles and decision-making
● Training programs: Implement cross-cultural communication training for all levels. Focus on
sensitivity, effective strategies, and creating a collaborative environment
● Tech integration: Implement communication tools for cross-cultural collaboration. Evaluate
effectiveness in bridging gaps and enhancing information flow
● Feedback mechanism: Establish a feedback system to gather insights from employees. Regularly
assess feedback, identify trends, and make informed adjustments
Conclusions

Languages are Access to literature and

enriching
Languages have the power to
bridge gaps, foster
connections, and open doors
to new worlds
Cultural understanding
Language is intricately tied to
culture. By learning a new
language, you gain insights
into the customs, traditions,
and values of the people who
speak it
art
Languages provide access to a
vast array of literature, poetry,
and artistic expressions
beyond your own country
 Thanks!
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