Summary:
The author talked about the characteristics of Negotiation situation which are composed of two or more parties who need each other called "INTERDEPENDENCE", a conflict, willing to get a better deal, searching for agreement, and expecting give and take. In negotiation, the Interdependent relationship has two potential consequences. One is the Value Creation and another is Conflict. The author also described the definition of conflict, its level, and its dysfunctions in order to understand how to manage the conflict. There are five major strategies for Conflict Management as follow: Contending, Yielding, Inaction, Problem solving and Compromising.
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