The evolution of negotiation Negotiation is a process of social exchange, so frequently encountered at every level of society that its impact on human welfare bottom of the physique non be everyplaceestimated (Pruitt, 1981). In 1947, Zartman reasond that, ours is an age of negotiation. The validity of this statement clay today, since negotiation is a decision-making process commonly used to tell apart courses of action or to distribute resources (Ury, 1991). As such, ones ability to do well has expert meanings for ones personal and professional well-being. Despite the point that most of us negotiate every day, negotiants continue to bugger off suboptimal outcomes, suggesting that practice does not always make perfect. Thompson (2001) makes this point when she notes that raffia (1982) has likened negotiation to a dance stating most of us bear never interpreted lessons . . . or know what to do erst we find ourselves on the dance floor (Thompson, 2001, p34). As a result, scholars from an array of disciplines (e.g., psychology, economics, industrial and organizational behavior, sociology, communications, and law) continue to investigate the variables that delineate for negotiator victor. Before scholars can generate a multipurpose theory regarding negotiator triumph, and set aside prescriptive advice for obtaining it, they must be clear about what success is and how it is operationalized.
This paper examines the evolution of thought regarding 1) the operationalization of negotiator success and the implication these current notions of success have on theory and on rese arch, 2) the interpretation of semiempirica! l findings, 3) beliefs about effective strategies, and 4) attributions about feat and prescriptive advice. In essence this paper argues that the definition of negotiator success has changed over time due to the failure to discriminate between negotiator objectives and strategies used for obtaining the objectives. This paper will pass on argue that the confounding of these distinct... If you want to get a dear essay, stray it on our website: OrderCustomPaper.com
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