Notes on Negotiation
Negotiation
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.
In any disagreement, individuals understandably aim to achieve the best possible outcome for their position (or perhaps an organisation they represent).
However, the principles of fairness, seeking mutual benefit and maintaining a relationship are the keys to a successful outcome.
A negotiator may be a buyer or seller, a customer or supplier, a boss or employee, a business partner, a diplomat or a civil servant.
Negotiations may take place:
Between two people Within a group Between groups Over the Internet
Skills required for successful negotiations:
The ability to define a range of objectives, yet be flexible about some of them.
The ability to explore the possibilities of a wide range of options.
The ability to be well prepared.
The ability to listen to and question other parties.
The ability to set priorities.
TYPES OF NEGOTIATION IN ORGANIZATIONS
1. Day-to-Day Manegerial
2. Commercial Negotiations
3. Legal Negotiations
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
Failure to Agree:
If the process of negotiation breaks down and agreement cannot be reached, then re-scheduling a further meeting is called for. At the subsequent meeting, the stages of negotiation should be repeated. Any new ideas or interests should be taken into account and the situation looked at afresh. At this stage it may also be helpful to look at other alternative solutions and/or bring in another person to mediate.
Why Negotiate?
It is inevitable that, from time-to-time, conflict and disagreement will arise as the differing needs, wants, aims and beliefs of people are brought together. Without negotiation, such conflicts may lead to argument and resentment
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.
In any disagreement, individuals understandably aim to achieve the best possible outcome for their position (or perhaps an organisation they represent).
However, the principles of fairness, seeking mutual benefit and maintaining a relationship are the keys to a successful outcome.
A negotiator may be a buyer or seller, a customer or supplier, a boss or employee, a business partner, a diplomat or a civil servant.
Negotiations may take place:
Between two people Within a group Between groups Over the Internet
Skills required for successful negotiations:
The ability to define a range of objectives, yet be flexible about some of them.
The ability to explore the possibilities of a wide range of options.
The ability to be well prepared.
The ability to listen to and question other parties.
The ability to set priorities.
TYPES OF NEGOTIATION IN ORGANIZATIONS
1. Day-to-Day Manegerial
2. Commercial Negotiations
3. Legal Negotiations
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
Failure to Agree:
If the process of negotiation breaks down and agreement cannot be reached, then re-scheduling a further meeting is called for. At the subsequent meeting, the stages of negotiation should be repeated. Any new ideas or interests should be taken into account and the situation looked at afresh. At this stage it may also be helpful to look at other alternative solutions and/or bring in another person to mediate.
Why Negotiate?
It is inevitable that, from time-to-time, conflict and disagreement will arise as the differing needs, wants, aims and beliefs of people are brought together. Without negotiation, such conflicts may lead to argument and resentment