How can we negotiate successful agreements?

• Negotiation is the process of making decisions in situations in which the participants have different preferences.

• Substance goals concerned with outcomes and relationship goals concerned with processes are both important in successful negotiation.

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• Effective negotiation occurs when issues of substance are resolved while the process maintains good working relationships.

• Distributive negotiation emphasizes win–lose outcomes; integrative negotiation emphasizes win–win outcomes.

• Common negotiation pitfalls include the myth of the fi xed pie, overconfi dence, too much telling and too little hearing, and ethical misconduct.

• Mediation and arbitration are structured approaches to third-party dispute resolution. For Discussion How do you negotiate with someone who is trapped in the “myth of the fi xed pie”?