A process between individuals, within groups, or between groups.

What one person wants is not necessarily what the other person wants.

Parties think they can get a better deal by negotiating rather than accepting what the other side will give them.

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The parties prefer to search for agreement

There is a conflict of needs and desires between two or more parties

The parties negotiate by choice

There are two or more parties

Negotiation with a give$-$and$-$take process

Use of tangibles and intangibles

Both sides will modify or move away from their requests$/$demands$.$

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Parties prefer not to openly fight,

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have one side dominate, break all contact and$/$or take the dispute to a higher authority.

Management of price$/$terms of agreement and resolution of underlying psychological motivations that influence the parties