談判
Multi tool use
談判是兩人或多于两人進行對話，雙方企圖達成正向的結果。此正向結果可有利於所有談判參與者，或僅對個別或一些談判參與者有利。
談判的目標是解決歧見，以獲得個別或集體利益，或形塑結果以滿足不同利益。談判通常藉由提出一邊提出立場，一邊小幅讓步，以達成共識。談判參與者對彼此的信任程度是談判是否成功的關鍵要素。談判並非零和賽局；倘沒有合作空間，談判將破局。
所有人每天均參與談判，但常常並未將其視為談判[1]。談判在商業、銷售、非營利組織、政府機構、法律程序、國際間、甚至是個人層次如婚姻、離婚、孩童教養等均可視為談判。談判的學科稱為談判理論。專業談判者通常專精特定領域，例如工會談判、槓桿收購談判、和平談判、人質談判。專業談判者亦可能以不同頭銜談判，例如外交官、立法者、經紀人等。
談判策略
談判形式非常多元，從專業談判者代表特定組織或立場，參與正式談判，到朋友間的非正式談判。相對於談判，調解係由中立第三方者聽取雙方意見，由調解人協助擬定協議；相對於仲裁，仲裁涉及法律程序。仲裁中，兩造將提出自身論點，由仲裁人決定最終結果。此種談判有時稱作立場談判或強硬交涉(hard-bargaining)。
談判理論家通常將以二分法區分談判，但是不同理論家使用不同名稱區別此兩大類的談判。
分配式談判
参见：零和賽局
整合式談判
参见：非零和賽局和雙贏賽局
相關條目
- 衝突解決研究
- 創意建設和平
- 家庭治療
- 國家仲裁者學會
- 申訴專員
- 企業再生替代性爭端解決
参考资料
^ Fisher, Roger; Ury, William (1984). Patton, Bruce, ed. Getting to yes : negotiating agreement without giving in (Reprint ed.). New York, N.Y.: Penguin Books. ISBN 0140065342.
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