Stratgies for Negotiation in Business

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Negotiation plays a vital role in the creation of domestic and international policy. In general terms it is defined as a joint decision-making process in which initially incompatible parties arrive at an agreement thought the exchange of concessions and problem-solving. It normally includes both dialogue with discussion on merits, and bargaining with the use of competitive tactics such as promises or threats (Lang, 1996). The use of negotiation is part of a trend of alternative dispute settlement (Fiorino, 1988). Controversies that are handled with negotiation and rule-making seek to resolve the disputes and attain resolutions that have broad applicability.
Regulatory negotiation is a legislative process used for policy making. This specific type of negotiation, used in rule-making, serves the purpose of resolving issues and creating rules that will influence later behavior (Fiorino, 1988). It is the “process of policy formulation that brings representatives of affected interests together to reach consensus on the content and sometimes the language of a proposed rule-making” (Fiorino, 1988). This method of negotiation of used to resolve controversy through “consultation, mediation, and negotiation rather than through litigation or other forms of institutional confrontation” (Fiorino, 1988). Negotiation and regulatory negotiation techniques are necessary when resolving a conflict and creating new policy.
The first step in addressing an issue or conflict is to develop a negotiation strategy. It is important to recognize that each conflict or situation is unique. Effective negotiation can only exist if there is analysis of “where matters stand in the conflict and what accounts for its intractability” (Crocker, 2004). F...

... middle of paper ..., 1988). Decisions made by the committee will be published as rule, provided they comply with the Agency's statutory authority. Lastly, the committee will gain control of the “mode of operation, composition, use of resources and the terms of dissolution” once it develops it's own protocol (Fiorino, 1988).
Negotiation and rule-making can play a differing roles depending on the method used. Administrative agencies make decisions based on the opinion of outside parties in the conventional rule-making methods. The use of negotiation in rule-making make the administrative agency equal to the outside parties involved in the process. Negotiation can be beneficial to the creation of regulations. It allows for the opinions of participants to be taken into account and places greater value on the group rather than an individual's interests when developing a policy.

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