Title: Negotiations
Negotiation is a discussion among people or parties with an intention to arrive at favorable results over one or more issues where a dispute exists with respect to at least one of these issues. Negotiation is communication and process between entities that compromise to agree on matters of mutual interest while optimizing their utilities. This beneficial outcome can be for all of the parties involved, or just for one or some of them. Negotiators need to understand the negotiation process and other negotiators to increase their chances of closing deals, avoiding conflicts, establishing relationships with other parties, and gaining profit.
Negotiation targets to resolve points of difference, to acquire advantage for a character or collective, or to create results to fulfill quite a several interests. It is usually performed with the use of resources of placing beforehand a feature and making concessions to achieve an agreement. The degree to which the negotiating parties trust each other to implement the negotiated solution is a foremost component factor in determining whether negotiations are profitable.
However, negotiators need not sacrifice effective negotiation in favor of a positive relationship between parties. Rather than conceding, each side can recognize that the other element has thoughts and motivations of their own and use this to their gain in discussing the issue. In fact, perspective-taking can help move parties toward a more integrative solution. Fisher et al. illustrate a few techniques that effectively improve perspective-taking in their book Getting to Yes, and through the following, negotiators can separate people from the problem itself.
Put yourself in their shoes – People always have a tendency to search for facts that confirms their very personal beliefs and pass by the information that contradicts prior beliefs. In order to negotiate effectively, it is vital to empathize with the other party’s point of view. One should be open to different perspectives and strive to approach an issue from the standpoint of others.
Discuss each other’s perceptions – A more direct approach to understanding the other party is to discuss each other’s viewpoints explicitly. Each person must brazenly and genuinely share his or her appreciation barring assigning blame or judgment to another.
Find opportunities to act inconsistently with his or her views – The other party may have prior perceptions and expectations about the other side. The other hand can operate in a way that directly contradicts those preconceptions, which can effectively send a message that the party is interested in an integrative negotiation.
Face-saving – This approach refers to justifying a stance based on one’s previously expressed principles and values in a negotiation. This approach to an issue is less arbitrary, and thus, it is more understandable from the opposing party’s perspective. Additionally, negotiators can use specific communication techniques to build a stronger relationship and develop a more meaningful negotiation solution.
Active listening – Listening is more than just hearing what the other side is saying. Active listening involves paying close attention to what is being said verbally and nonverbally. It involves periodically seeking further clarification from the person. By asking the person precisely what they mean, they may realize you are not merely walking through a routine but taking them seriously.
Speak for a purpose – Too much information can be as harmful as too little. Before stating an important point, determine what exactly you wish you communicate to the other party. Determine the exact purpose that this shared information will serve.