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Everything about Negotiation

Dialogue intended to reach an agreement

Negotiation is a dialogue between two or more parties to resolve points of difference, gain an advantage for an individual or collective, or craft outcomes to satisfy various interests. The parties aspire to agree on matters of mutual interest. The agreement can be beneficial for all or some of the parties involved. The negotiators should establish their own needs and wants while also seeking to understand the wants and needs of others involved to increase their chances of closing deals, avoiding conflicts, forming relationships with other parties, or maximizing mutual gains. Distributive negotiations, or compromises, are 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 the success of a negotiation. Wikipedia →

🧭 Start here: a 6-step reading path

  1. Read the overview: NegotiationA 5-minute orientation
  2. Skim a recent paper: A scoping review exploring the impact and negotiation of hierarchy in healthcare organisationsInfluential work since 2022
  3. Pick up a classic book: StandoffThe most-reprinted book on the subject
  4. Read the landmark paper: Automated Negotiation: Prospects, Methods and ChallengesCited 933 times
  5. Go sideways: Negotiation theoryA closely related topic
  6. Go sideways: Organizational justiceA closely related topic

📖 Definitions

Noun The process of achieving agreement through discussion.

🗂️ The subject at a glance

  1. Etymology
  2. Types
  3. Bad faith
  4. International negotiation
  5. Strategies
  6. Tactics
  7. Nonverbal communication
  8. Emotion
  9. Group composition

🏆 Landmark papers (most cited)

🆕 Influential since 2022

📚 Books worth reading

Ranked by number of editions on Open Library, a rough measure of how lasting a book is.

🔗 Related topics