Some important aspects about negotiation

Another key element of the negotiation is made up of the tension that exists between the negotiators, this tension plays the role of moderating all that separates them and that's about, is the result of their "antagonism" and its "synergy" .

The synergy lies in the common game in which a negotiator agrees to share with other activities or certain values. You can have a synergistic degree of tensions in an increasing manner to the total synergy, indifference (or inertia), interest, cooperation and commitment. Antagonism claims negotiator makes his point of view, despite the opposing party, regardless of its existence. The antagonism between negotiators is a behavioral history that separates the parties involved in negotiations. This distance can be graded in increasing sense of antagonism: reconciliation, resistance, opposition and irreconcilability. 

Although, as noted above, there is a negotiation like another and every negotiation is unique, in most negotiations there are a number of threads over it, that actors face.Analyzed in this context, we note that in a negotiation under the following stages or subprocesses:

1, Preparation and planning of the negotiation.

2 ° Establishment of initial guidance in the negotiation and an initial relationship with the other negotiator.

3 ° Selection initials.

4 ° Exchange of information.

5 ° about the differences.

6 ° closure of the negotiation.

The deepening of these stages will be the subject of subsequent chapters.

Exercises.

1 .- Compare the concept of "power" with "dependence"