We now turn to situations that frequently involve argumentation and verbal aggressiveness. Because of their different affiliations, participants in a negotiation session are likely to have very different goals, needs, and communication styles compared to problem-solving groups that work toward one goal. Or, they may have a common goal but disagree on the means and methods to achieve it.
Negotiation is usually a planned and structured process of communication.
Although arguments may occur spontaneously based on something said in the discussion, negotiators frequently plan tactics to be used and topics to be covered before the encounter. In a bargaining session, two or more people with different goals exchange communication to produce a mutually desirable outcome. Communicators must bargain forcefully and strategically by using effective argumentation skills while at the same time remaining aware that some concessions must be made so that all parties feel satisfied with the outcome. The bargaining process can be observed in both formal and informal situations. Formal bargaining situations develop when recurring issues require deliberation and confrontation over time.