Negotiation
A Negotiation is a dialogue between negotiation agents having opposing interests intended to reach a binding outcome.
- AKA: Bargaining, Parley.
- Context:
- It can (typically) involve Offers through decision making processes.
- It can (typically) be managed by a Negotiator to achieve negotiation goals.
- It can (typically) facilitate Compromises between opposing parties.
- It can (often) employ Communication Strategys for goal achievement.
- It can (often) utilize Trust Building for relationship development.
- It can (often) require Mutual Understanding for effective resolution.
- ...
- It can range from being a Simple Negotiation to being a Complex Negotiation, depending on its negotiation scope.
- It can range from being a Person-to-Person Negotiation to being a Machine-to-Machine Negotiation, depending on its agent type.
- It can range from being a Individual-to-Individual Negotiation to being a Group-to-Group Negotiation, depending on its participant structure.
- It can range from being a Mute Negotiation to being an Argument-based Negotiation, depending on its communication method.
- ...
- It can have Substantive Goals for outcome achievement.
- It can have Relationship Goals for long-term cooperation.
- It can implement Negotiation Techniques for process optimization.
- It can utilize Persuasion Strategys for agreement facilitation.
- It can integrate Conflict Resolution Methods for dispute settlement.
- ...
- Examples:
- Business Negotiations, such as:
- Collective Bargaining Negotiations between organizational management and worker unions.
- Job Offer Negotiations between employers and candidate employees.
- Contract Negotiations between business partners.
- ...
- Critical Negotiations, such as:
- Hostage Negotiations between hostage negotiators and hostage takers.
- Peace Negotiations between conflicting parties.
- Crisis Negotiations in emergency situations.
- ...
- Diplomatic Negotiations, such as:
- Inter-Government Negotiations between governments.
- Trade Agreement Negotiations between nations.
- Treaty Negotiations for international relations.
- ...
- Business Negotiations, such as:
- Counter-Examples:
- Chess Moves, which follow predefined rules without negotiation flexibility.
- Auctions, which use competitive bidding rather than bilateral agreement.
- Commands, which involve unilateral decision without mutual agreement.
- Random Selections, which lack purposeful interaction.
- See: Multi-Agent System, Negotiation Theory, Conflict Resolution, Broker, Mediator, Communication Strategy, Decision Making Process.
References
2021
- (Wikipedia, 2021) ⇒ https://en.wikipedia.org/wiki/negotiation Retrieved:2021-4-20.
- Negotiation is a dialogue between two or more people or parties intended to reach a beneficial outcome over one or more issues where a conflict exists with respect to at least one of these issues. Negotiation is an interaction and process between entities who aspire to agree on matters of mutual interest, while optimizing their individual utilities.[1] This beneficial outcome can be for all of the parties involved, or just for one or some of them. Negotiators need to understand the negotiation process and other negotiators to increase their chances to close deals, avoid conflicts, establishing relationship with other parties and gain profit[1] and maximize mutual gains.
It is aimed to resolve points of difference, to gain advantage for an individual or collective, or to craft outcomes to satisfy various interests. Distributive negotiations, or compromise, is conducted by putting forward a position and making concessions to achieve an agreement. The degree to which the negotiating parties trust each other to implement the negotiated solution is a major factor in determining whether negotiations are successful.
People negotiate daily, often without considering it a negotiation. Negotiation occurs in organizations, including businesses, non-profits, and within and between governments as well as in sales and legal proceedings, and in personal situations such as marriage, divorce, parenting, etc. Professional negotiators are often specialized, such as union negotiators, leverage buyout negotiators, peace negotiator, or hostage negotiators. They may also work under other titles, such as diplomats, legislators, or brokers. There is also negotiation conducted by algorithms or machines known as autonomous negotiation. [1] For automation, the negotiation participants and process have to be modeled correctly.
- Negotiation is a dialogue between two or more people or parties intended to reach a beneficial outcome over one or more issues where a conflict exists with respect to at least one of these issues. Negotiation is an interaction and process between entities who aspire to agree on matters of mutual interest, while optimizing their individual utilities.[1] This beneficial outcome can be for all of the parties involved, or just for one or some of them. Negotiators need to understand the negotiation process and other negotiators to increase their chances to close deals, avoid conflicts, establishing relationship with other parties and gain profit[1] and maximize mutual gains.
2018
- http://www.yourarticlelibrary.com/organization/negotiation-in-organizations-with-diagram/45098
- QUOTE: Negotiation is a decision-making process between two parties having opposing interests. In conflict resolution, we use negotiation mostly to settle differences between the management and the unions through the collective bargaining machinery. Here, however, we are more concerned with the communication perspectives of negotiation. In any negotiation process, we consider two goals: substantive and relationship. Substantive goals are those that help us to settle some claims, involving either receiving or giving some benefits. A negotiation for wage increase is an example of substantive goal.
Relationship goals deal with the outcome of decisions, which put the two negotiating parties to work well subsequent to the negotiation reached. Effective negotiation, therefore, requires resolving the substance issues, while nurturing the harmonious relationships between the two negotiating parties.
Whatever may be the process for negotiation, we follow two approaches, that is, distributive approach and integrative approach. ...
- QUOTE: Negotiation is a decision-making process between two parties having opposing interests. In conflict resolution, we use negotiation mostly to settle differences between the management and the unions through the collective bargaining machinery. Here, however, we are more concerned with the communication perspectives of negotiation. In any negotiation process, we consider two goals: substantive and relationship. Substantive goals are those that help us to settle some claims, involving either receiving or giving some benefits. A negotiation for wage increase is an example of substantive goal.
2005
- (Amgoud & Prade, 2005) ⇒ Leila Amgoud, and Henri Prade. (2005). “Formal Handling of Threats and Rewards in a Negotiation Dialogue.” In: Proceedings of the fourth international joint conference on Autonomous agents and multiagent systems. ISBN:1-59593-093-0 doi:10.1145/1082473.1082554
- QUOTE: Argumentation plays a key role in finding a compromise during a negotiation dialogue. … On the one hand, a logical setting that handles these two types of arguments is provided. More precisely, logical definitions of threats and rewards are proposed together with their weighting systems. These definitions take into account that negotiation dialogues involve not only agents' beliefs (of various strengths), but also their goals (having maybe different priorities), as well as the beliefs about the goals of other agents.
2000
- (Amgoud et al., 2000) ⇒ Leila Amgoud, Simon Parsons, and Nicolas Maudet. (2000). “Arguments, Dialogue, and Negotiation.” In: Journal of Artificial Intelligence Research, 10(11).
- QUOTE: Negotiation is widely regarded as a key issue in building multi-agent systems. … All mechanisms for negotiation have at their heart an exchange of offers. Agents make offers that they find acceptable and respond to offers made to them. What distinguishes argumentation-based negotiation from other approaches is the fact that offers can be supported by arguments, which, broadly speaking, equate toexplanations for why the offer was made. This permits greater flexibility than in other negotiation schemes since, for instance, it makes it possible to persuade agents to change their view of an offer by introducing new factors in the middle of a negotiation (just as a car salesperson might throw in free insurance to clinch a deal).