EON-1

Summary
This chapter began with examples: from the news of events around the world and from our everyday experience. These examples introduced the variety of negotiations that occur daily and to discuss how present material in this book. Also these examples attempted to lead to explore four key elements of the negotiation process: managing interdependence, engaging in mutual adjustment, creating or claiming value, and managing conflict. Each of these elements is foundational to understanding the ways they are dependent on each other for attaining their goals and objectives. Mutual adjustment introduces the ways parties begin to set goals for themselves in a negotiation and adjust to goals stated by the other party in order emerge with an agreement that is satisfactory to both. Claiming and creating value are the processes by which parties handle negotiation opportunities to share or “win” a scarce resource or to enhance the resource so both sides can gain. Finally, managing conflict helps negotiators understand how conflict is functional and dysfunctional. It involves some basic strategies to maximize the benefits of conflict and limit its costs.
Briefly, it introduced the field of negotiation and conflict management, described the basic problem of interdependence people, and briefly explored the challenged of managing that interdependence.