1st Definition: WHAT IS NEGOTIATION?
Negotiation is a process whereby two or more parties in a dispute discuss their issues, with the purpose of reaching an agreement based on either their positions or interests, depending on the strategy they choose to adopt. The parties may either act on their own behalf or on behalf of another individual or group.
2nd Definition: WHAT IS NEGOTIATION?
Negotiation is a process by which two or more parties attempt to resolve their opposing interests
CHARACTERISTICS OF NEGOTIATIONS:
- there are two or more parties
- there is a conflict of needs and desires
- the parties negotiate by choice
- the parties expect a process of give and take
- successful negotiations involve the management of tangibles and the resolution of intangibles
WHEN NOT TO NEGOTIATE:
- where the risks are too high
- when a party has no stake in the outcome
- when a party does not have time
- when the other side acts in bad faith
- when waiting would improve a party’s bargaining position
- when a party is not prepared
- when it would be unethical.
NEGOTIATION SKILLS:
- Creating a conducive negotiation climate
- Listening carefully
- Maintaining emotional neutrality
- Effective Communication
- Patience
- Asking effective questions
- Reframing
- CREATING A CONDUCIVE NEGOTIATION CLIMATE:
-it entails not only a supportive physical environment, but also a suitable emotional environment.
a. EMOTIONAL ENVIRONMENT:
-it should be acknowledged by both parties that while differences exist between them, but the negotiation can and should be done in a mutually respectful manner.
b. PHYSICAL ENVIRONMENT:
-it should be free of interruptions and comfortable.
- LISTENING CAREFULLY:
active listening entails more than merely listening to the words and facts spoken, but also entails taking notice of the emotional state and background of the other party, as well as taking notice of the non-verbal clues given by the other party.
- MAINTAINING EMOTIONAL NEUTRALITY:
a good negotiator has to be emotionally neutral, this means no neediness, no excitement or hope, and no fear or anger
- EFFECTIVE COMMUNICATION:
a good negotiator needs to communicate effectively in order to negotiate effectively.
- PATIENCE:
an effective negotiator should be patient.
-should the negotiator be impatient, he puts himself at a negotiating disadvantage.
- ASKING EFFECTIVE QUESTIONS:
Negotiators ask questions for various reasons:
-to apply pressure on the other side
-to buy time
-to help obtain information
-to assist in suggesting alternatives
-to provide means for deflecting attack.
good negotiators ask opened-ended questions.
- REFRAMING:
-is a skill used to recast the position in such a manner that it focuses the attention on solving the problem in such a way that it satisfies the interests of both parties.
