Editing Negotiation (section)

=== Academic negotiation ===
The academic world contains a unique management system, wherein faculty members, some of whom have tenure, reside in academic units (e.g. departments), and are overseen by chairs, or heads. These chairs/heads are in turn supervised by deans of the college where their academic unit resides. Negotiation is an area where faculties, chairs/heads, and their deans have little preparation; their doctoral degrees are typically in a highly specialized area according to their academic expertise. However, the academic environment frequently presents situations where negotiation takes place. For example, many faculties are hired with the expectation that they will conduct research and publish scholarly works. For these faculties, where their research requires equipment, space, and/or funding, negotiation of a "start-up" package is critical for their success and future promotion.<ref name="Callahan 25571">{{Cite journal |last1=Callahan |first1=J|last2=Besterfield-Sacre|first2=M.E. |last3=Carpenter|first3=J.P.|last4=Needy|first4=K.L.|last5=Schrader|first5=C.B. |date=2016 |title=Listening and Negotiation|url=https://peer.asee.org/25571|journal=2016 ASEE Annual Conference & Exposition, New Orleans, Louisiana |doi=10.18260/p.25571 |doi-access=free|isbn=978-0-692-68565-5}}</ref><ref name="Amekudzi-Kennedy 28631">{{Cite journal|last1=Amekudzi-Kennedy|first1=A.A.|last2=Hall|first2=K.D. |last3=Harding |first3=T.S.|last4=Moll|first4=A.J.|last5=Callahan|first5=J.|date=2017|title=Listening and Negotiation II|url=https://peer.asee.org/28631 |journal=2017 ASEE Annual Conference & Exposition, Columbus, Ohio|doi=10.18260/1-2--28631|doi-access=free}}</ref> Also, department chairs often find themselves in situations, typically involving resource redistribution where they must negotiate with their dean, on behalf of their unit. And deans oversee colleges where they must optimize limited resources, such as research space or operating funds while at the same time creating an environment that fosters student success, research accomplishments, and more.<ref name="Callahan 25571" /><ref name="Amekudzi-Kennedy 28631"/><ref name="McKersie 475-488">{{Cite journal |last=McKersie|first=R.B.|date=2012|title=The Day-to-Day Life of a Dean: Engaging in Negotiations and negotiations|journal=Negotiation Journal 475–488 |volume=28|issue=4|pages=475–488|doi=10.1111/j.1571-9979.2012.00352.x}}</ref>

[[Integrative negotiation]] is the type predominately found in academic negotiation – where trust and long-term relationships between personnel are valued. Techniques found to be particularly useful in academic settings include:<ref name="Callahan 25571" /><ref name="Amekudzi-Kennedy 28631"/> 
#doing your homework – grounding your request in facts
#knowing your value
#listening actively and acknowledging what is being said
#putting yourself in their shoes
#asking – negotiation begins with an ask
#not committing immediately
#managing [[emotion]]
*keeping in mind the principle of a "wise agreement",<ref name="Fisher Ury Patton">{{Cite book |last1=Fisher|first1=R.|last2=Ury|first2=W.|last3=Patton |first3=B. |date=2012|title=Getting to yes: Negotiating agreement without giving in|publisher= Penguin: New York}}</ref> with its associated emphasis on meeting the interests of both parties to the extent possible as a key working point.