Negotiation is a discussion between two or more disputants who are trying to come up with a solution to their problems. People argue that negotiating is not about tactics and techniques but more about the gain of information. The more information you attain from your opponent the better you can do to oppose their points, therefore the stronger your position.
The best move you can make in negotiation is to think of an incentive the other person hasn’t even thought of – and then meet it.” — Eli Broad
Negotiation is a social behaviour, a method by which individuals establish differences. It is a technique by which compromise and/or agreement is achieved while avoiding argument and conflict. Individuals aim for the best possible outcome in favour of their position.
Negotiation can be useful in many diverse occasions. People negotiate when they share something in common, in fact, there cannot be a negotiation without a minimum of common ground. People often use this method when it is clear that they are not able to get what they want and/or when there is the possibility that what they promise is not assured.
Negotiation is present in every aspect of society, it can be useful to achieve higher grounds in a specific situation, to calm and settle dispute, and finally it is a manner for parties to confer in order to satisfy their mutual needs.
As we first start negotiating, we also retrieve knowledge of our own selves. How we negotiate, and the ways we do it, can tell us a lot about our personality and the way we handle the world as well as our morality. Most times during negotiation, we touch upon arguments such as money and other personal interests.
In order to be good at negotiating, we need to use some interpersonal skills such as effective verbal communication, being able to listen closely, and assertiveness. These are some of the most essential skills used to negotiate.
As Richard Holbrooke once said: “World War I was not inevitable, as many historians say. It could have been avoided, and it was a diplomatically botched negotiation.”
The main reasons that make parties choose to negotiate is to gain recognition and information of important issues, examine the strength of other parties and to solve problems.
In the end, the most important thing about how we negotiate is to keep the relationship between the two disputants healthy for future negotiations. This means that we need to be careful and acceptant towards each other. Reasonable and implementable agreements need to be reached from both parties.
Place a higher priority on discovering what a win looks like for the other person.” — Harvey Robbins
Gamechangers Program 14’