Scribd
Upload
100 views

Negotiation Techniques Part 1

The document discusses negotiation and mediation techniques. It defines negotiation as communication between parties in conflict that aims to resolve differences. Negotiations involve at least two parties with conflicting interests who voluntarily work to divide resources or resolve problems through presentations, evaluations, and counterproposals. Mediation is a voluntary, confidential method where an impartial mediator helps conflicting parties independently reach an agreement. Effective negotiating techniques realize material interests, influence power balances, promote constructive climates, and obtain flexibility. Principled negotiation separates people from problems and focuses on perceptions, communication, and emotions.

Uploaded by

Ozzy
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPT, PDF, TXT or read online on Scribd
100 views

Negotiation Techniques Part 1

The document discusses negotiation and mediation techniques. It defines negotiation as communication between parties in conflict that aims to resolve differences. Negotiations involve at least two parties with conflicting interests who voluntarily work to divide resources or resolve problems through presentations, evaluations, and counterproposals. Mediation is a voluntary, confidential method where an impartial mediator helps conflicting parties independently reach an agreement. Effective negotiating techniques realize material interests, influence power balances, promote constructive climates, and obtain flexibility. Principled negotiation separates people from problems and focuses on perceptions, communication, and emotions.

Uploaded by

Ozzy
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPT, PDF, TXT or read online on Scribd
You are on page 1/ 11

NEGOTIATION AND MEDIATION

TECHNIQUES
dr Anna Karczewska
Katedra Socjologii , Psychologii i Komunikacji w Zarządzaniu
• NEGOTIATIONS - (lat. negotium - all
work, toil, effort, negotiatio -trade effort,
trading)
• "Communication in a conflict between the
parties"
• "The process of communication, which aims to
resolve the conflict in a situation where the
interests of the parties involved are
contradictory in at least one area, and an
agreement may be more favorable than acting
against itself”
ASPECTS OF THE NEGOTIATIONS: (J.Z.
Rubin, B. R. Brown)

1. They involve at least two parties;


2. The parties have conflicting interests in at least
one area;
3. The parties at least partly voluntarily accede to
take this interaction, regardless of pre-existing
experiences;
ASPECTS OF THE NEGOTIATIONS: (J.Z. Rubin,
B. R. Brown) p.2

4. The actions include:


• The division or exchange of one or more goods
or resources;
• Resolving the problem of the people involved;
5. Actions typically involve a presentation by one of
the parties requests or proposals, evaluating it by
the other party, followed by the consent or make a
counterproposal. These actions typically occur
sequentially, not simultaneously.
 MEDIATION:
„it is a voluntary, confidential method of
solving the conflict in which the parties of
the conflict or dispute, with the help of an
impartial and neutral mediator
independently reach an agreement”
It includes informal meetings between
the parties as well as scheduled
settlement conferences. The mediation
may take place also in a court.
 MEDIATION:
 Cases typical for mediation are disputes
in business transactions, personal injuries,
divorces, employees compensation, labor,
community relations, domestic relations,
employment etc. Attendance at the
mediation conference is usually voluntary
by the parties, sometimes required by
statute or contract clause.
Realizing one’s Influencing
material interests power balance

EFFECTIVE
NEGOTIATING

Promoting a Obtaining
constructive flexibility
climate
How do I know that the method of negotiations is
effective?
Any method of negotiation can be evaluated using
three criteria:
1. It should lead to a wise agreement
2. It should be efficient
3. It should lead to an improvement, at least
not to destroy the relationship between the parties

How to use principled negotiation style in


practice?
Separate the people from the problem!
Perception Communication

Emotions
Perception:
1. Put yourself in the other people’s shoes;
2. Do not conclude about their (other people’s)
intentions based on your own fears;
3. Do not blame them for your own problems;
4. Discuss mutual perceptions;
5. Seek the possibilities to act contrary to the
perception of the other party;
6. Allow them to participate in conversations so
that they are interested in solving the problem;
7. Saving face - your proposal must be consistent
with their value system.
Emotions:
1. First of all, recognize and understand
your emotions and the other party’s;
2. Do not hide your emotions and declare
to their existence as a justification of
your position;
3. Let the other side "release the steam“;
4. Do not react to emotional
outbursts;
5. Use symbolic gestures;

You might also like