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Introduction
Negotiation is the process whereby interested parties resolve disputes, agree upon courses of action, bargain for individual or collective advantage, and/or attempt to craft outcomes which serve their mutual interests. Given this definition, one can see negotiation occurring in almost all walks of life, from parenting especially with three kids up to the courtroom.
In the advocacy approach, a skilled negotiator usually serves as advocate for one party to the negotiation and attempts to obtain the most favorable outcomes possible for that party. In this process the negotiator attempts to determine the minimum outcome(s) the other party is (or parties are) willing to accept, then adjusts his demands accordingly. A "successful" negotiation in the advocacy approach is when the negotiator is able to obtain all or most of the outcomes his party desires, but without driving the other party to permanently break off negotiations.
Traditional negotiating is sometimes called win-lose because of the hard-ball style of the negotiators whose motive is to get as much as they can for their side. In the early Seventies, researchers began to develop win-win approaches to negotiation.
In this paper, I will discuss how the negotiation class and the practical exercises had shaped my way of negotiation behaviour, what did I consider as my strength while negotiating with my counter parts, and what was my weakness'. I will also shed some lights in how did I enhance and develop my learning negotiation curve while progressing through different exercises.
Negotiation characterization
Negotiation usually arise when there is a conflict of interest between two or more parties. The parties negotia ...