kokkuleppimist

Kokkuleppimist, commonly translated as negotiation, is the process by which two or more parties discuss and bargain to reach a mutually acceptable agreement. It occurs in many domains, including business deals, labor relations, politics, diplomacy, and daily personal interactions. Negotiation can be distributive, where the parties compete over a fixed resource, or integrative, where the parties collaborate to create additional value and satisfy core interests.

The typical process includes preparation (identifying interests, BATNA, and acceptable outcomes), opening offers, bargaining and concessions, reaching agreement, and implementation. Successful negotiation relies on clear communication, active listening, problem-solving, and the ability to generate and evaluate options. Key tools and concepts include BATNA (best alternative to a negotiated agreement), ZOPA (zone of possible agreement), reservation price, anchoring, and principled negotiation, which emphasizes objective criteria and interest-based bargaining.

Ethical and practical considerations include fairness, transparency, power imbalances, cultural differences, and the risk of manipulation. The methods can vary with context, ranging from formal contracts and mediation to informal understandings. Outcomes can be binding contracts, settlements, or non-binding accords depending on the need and agreement.

See also: negotiation, dispute resolution, mediation, contract law.