Negotiation is a method by which people settle differences. It is a process by which compromise or agreement is reached while avoiding argument and dispute.
Without negotiation, such conflicts may lead to argument. The point of
negotiation is to try to reach agreements without causing future barriers to
communications.
Stages of Negotiation
In order to achieve a desirable outcome, it may be useful to follow a
structured approach to negotiation. For example, in a work situation a meeting
may need to be arranged in which all parties involved can come together.
The process of negotiation includes the following stages:
1.Preparation
2.Discussion
3.Clarification
of goals
4.Negotiate
towards a Win-Win outcome
5.Agreement
6.Implementation
of a course of action
1. Preparation
Before any negotiation takes place, a decision needs to be taken as to
when and where a meeting will take place to discuss the problem and who will
attend. Setting a limited time-scale can also be helpful to prevent the
disagreement continuing.
2. Discussion
During this stage, individuals or members of each side put forward the
case as they see it, i.e. their understanding of the situation.
Sometimes it is helpful to take notes during the discussion stage to
record all points put forward in case there is need for further
clarification.
From the discussion, the goals, interests and viewpoints of both sides of the disagreement need to be clarified. It is helpful to list these factors in order of priority.
4. Negotiate Towards a Win-Win Outcome
This stage focuses on what is termed a 'win-win' outcome where both
sides feel they have gained something positive through the process of
negotiation and both sides feel their point of view has been taken into
consideration.
5. Agreement
Agreement can be achieved once understanding of both sides’ viewpoints and interests have been considered.
6. Implementing a Course of Action
From the agreement, a course of action has to be implemented to carry
through the decision.
7. Failure to Agree
If the process of negotiation breaks down and agreement cannot be
reached, then re-scheduling a further meeting is called for.
8. Informal Negotiation
There are times when there is a need to negotiate more
informally. At such times, when a difference of opinion arises, it might
not be possible or appropriate to go through the stages set out above in a
formal manner.
elements of negotiation
In any negotiation, the following three elements are important and
likely to affect the ultimate outcome of the negotiation:
1.Attitudes
2.Knowledge
3.Interpersonal
Skills
Attitudes
All negotiation is strongly influenced by underlying attitudes to the
process itself, for example attitudes to the issues and personalities involved
in the particular case or attitudes linked to personal needs for recognition
Knowledge
The more knowledge you possess of the issues in question, the greater
your participation in the process of negotiation. In other words, good
preparation is essential. Furthermore, the way issues are negotiated must be
understood as negotiating will require different methods in different
situations.
Interpersonal Skills
Good interpersonal skills are essential for effective negotiations,
both in formal situations and in less formal or one-to-one negotiations.
These skills include:
Effective verbal communication.
Listening. Active Listening
Reducing misunderstandings is a key part of effective negotiation.
Rapport Building. Build stronger working relationships based on mutual respect.
Problem Solving.
Decision Making.
Assertiveness. Assertiveness is an essential skill for successful negotiation.
Dealing with Difficult Situations.
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