Negotiating: The Ultimate Guide to Negotiate, Resolve Conflicts, and Mediate

Chapter 1: What Is Negotiating?

Negotiating is a method by which people settle differences. It is a procedure by which compromise, or a contract is reached while staying away from arguing and dispute.

In any argument, people understandably aim to achieve the best possible solution for their position (or maybe an organization they represent). However, the principles of fairness, seeking mutual benefit, and maintaining a relationship are the keys to an effective result.

Specific forms of negotiation are used in many circumstances: international affairs, the legal system, federal government, commercial disputes or domestic relationships as examples. Nevertheless, general negotiation skills can be learned and used in a large range of activities. Negotiation abilities can be a big advantage in resolving any differences which develop between you and others.

Phases of Negotiation

In order to achieve a preferable result, it may be helpful to follow a organized technique to negotiation. For instance, in a work circumstance a meeting could really need to be arranged in which all parties that are involved can come together.

The process of negotiation typically involves the following phases:

Preparation

Conversation

Explanation of objectives

Negotiate everything towards a Win-Win solution

Agreement

Implementation of a course of action

1. Preparation

Right before a negotiation occurs, a choice needs to be made concerning when and where a conference will take place to talk about the issue and who will go to. Setting a limited time-scale can also be useful to stop the disagreement from continuing.

This phase includes guaranteeing all the essential facts of the situation are known so as to clarify your own position. In the work example I previously mentioned, this would include knowing the 'rules' of your organization, to whom help is offered, when help is not felt proper and the grounds for such refusals. Your organisation might well have policies to which you can refer in preparation for the negotiation.

Having a preparation before discussing the dispute will help to keep from further conflict and unnecessarily wasting time at the time of the meeting.

2. Conversation

Throughout this stage, people or members of each side advanced the case as they see it, i.e. their understanding of the circumstance.

Important skills during this stage include questioning, listening and clarifying.

Sometimes it is handy to take notes at the time of the discussion stage to record all points advanced in case there's need for more information. It's incredibly essential to listen, because when difference takes place, it is simple to make the error of saying way too much and listening insufficient. Each side should have an equal opportunity to prove their case.

3. Explaing Your Objectives

From the discussion, the objectives, interests and perspectives of both sides of the dispute need to be clarified.

It is valuable to note these factors in order of priority. Through this clarification it is usually possible to identify or establish some common ground. Information is an important part of the negotiation process, without it misconceptions are very likely to occur which might cause problems and barriers to reaching a valuable result.

4. Negotiate Towards a Win-Win Outcome

This stage focuses on what's described a 'win-win' result where both sides feel they have acquired something positive through the process of negotiation and both sides feel their point of view has been taken into account.

A win-win result is typically the best outcome. While this could not always be possible, through negotiation, it must be the ultimate goal.

Suggestions of alternative strategies and compromises need to be considered at this moment. Compromises are often positive alternatives which can usually attain greater benefit for all concerned compared to holding to the original positions.

5. Agreement

Agreement can be accomplished once understanding of both sides' perspectives and interests have been considered.

It is important to for everyone included to keep an open mind to achieve an acceptable resolution. Any contract needs to be made flawlessly clear so that both sides know what has been determined.

6. Carrying out a Strategy

From the arrangement, a course of action has to be carried out to carry through the decision.

Failure to Agree

If the process of negotiation breaks down and arrangement can't be reached, then re-scheduling an additional meeting is required. This avoid all parties being involved in heated conversation or argument, which not only lose time but can also damage future relationships.

At the subsequent meeting, the phases of negotiation should be repeated. Any new ideas or interests should be considered and the circumstance looked at afresh. At this stage it may also be useful to look at other alternative solutions and/or bring in another individual to moderate.

Informal Negotiation

There are times when there is a need to work out more informally. At such times, when a difference of opinion emerges, it might not be possible or proper to go through the stages set out above in an official manner.

Nevertheless, recalling the bottom lines in the stages of formal negotiation could be really helpful in a range of informal circumstances.

In any negotiation, the following three components are essential and likely to affect the supreme result of the negotiation:

Attitudes

Knowledge

Interpersonal Abilities

Attitudes

All negotiation is highly affected by underlying attitudes to the process itself, for instance attitudes to the issues and characters involved in the particular case or attitudes linked to personal needs for recognition.

Always understand that:

Negotiation isn't an arena for the realisation of individual accomplishments.

There can be resentment of the need to work out by those in authority.

Certain functions of negotiation may influence an individual's behaviour, for instance some people may end up being defensive.

Knowledge

The more knowledge you have of the issues in question, the greater your involvement in the process