Negotiation,Management, and Systems Thinking

The mutual apartness of negotiation, management, and systems thinking and practice is highlighted, and a reflection on a systemic view of negotiation is presented. An overview of negotiation studies is given, as well as practical comments on the pursuit of win-win to achieve the general satisfaction of the parties and lasting relationships; the importance of everybody's participation; different views and facets of negotiation and of conflict; the basic variables of power, time, and information; and the basic points for a methodic negotiation process. Some aspects of negotiation have been selected from the management literature. Systems approaches that could contribute to negotiation and benefit from its findings are recalled, integrated into TSI/ LSI, which seems to offer a conceptual and procedural guide to a systemic view of negotiation as a wheel for management, as suggested in the final section.