strategic discussion that resolves an issue in a way that both parties find acceptable

in a negotiation, each party tries to persuade the other to agree with his/ her point of view

by negotiating, all involved parties try to avoid arguing but agree to reach some form of compromise

the unethical conduct might allow the negotiator to gain rewarding outcomes that could not be avilable if the negotiator behave ethically

anger, willingness to revenge, lose of trust, destruction of relationship with this party, bad reputation

1.reciprocity (Would I want others to treat me this way?)

2.publicity(would I be comfortable if my actions were fully and fairly described in social networks?)

3. trusted friend(would I be comfortable telling my best friend/children what I am doing?

4.universality(would I advise anyone else in my situation to act this way?)

5.legacy(does this action reflect how I want to be remembered?)

Doing right thing sometimes means that we must accept a know cost, but in the long run, doing the wrong thing may be even more costly

1st thing to do, more important than the negotiation itself

trying to persuade that other person to reach an agreement

closure of the agreement trough detailed contract, if the contract is ambiguous and open to interpretations, the judge will not validate the contract

both sides work together to find best solution for all parties involved

trust: element key! with trust you will be able to better explore interests of the other side while at the sime time disclosing your desires

position-based or interest based negotiation?

dispute resolution or deal making negotiation