Negotiation
To negotiate is to discuss the terms of an agreement, to attempt to reach an agreement on something through discussion and compromise. Negotiation takes place between two parties, which are attempting to decide what each party can offer the other in exchange for something they would like to have.
There are certain key elements, which can determine whether or not negotiations are successful. The negotiator needs to:
- Get as much background information about the issue and the other parties involved in the negotiating process as possible.
- Analise the needs of the other party to make sure you understand their point of view.
- Ask as many relevant questions as possible, to ensure you understand the facts relating to the issue and have a clear grasp of the attitudes of the opposing party.
- Make positive statements about what you are prepared to do to encourage the other party to lower their demands.
- Listen as attentively and actively as possible to make sure you understand exactly what the other party is asking for.
- Pick up clues from non-verbal communication – remember that body language says a lot about how someone is feeling. Observe closely to see whether the opposing party is being aggressive or tentative or firm in their approach.
- Stress common interests before highlighting differences.
- Be as flexible as possible.
- Make sure that minor differences have been sorted out before moving on to the bigger issues.
- Keep a cool head and be as rational and logical as you can. Do not allow emotions to cloud the issue.
- Do not threaten the other party – always attempt to reach a compromise.
- Make sure that neither side loses face or feels hurt or humiliated by the negotiating process.