Negotiation

"Successful negotiation is not about getting to 'yes'; it's about mastering 'no' and understanding what the path to an agreement is." -Christopher Voss

Negotiation. What is it?

Negotiation is a method by which people ,companies, nations or in general different parties settle differences. It is a process by which compromise or agreement is reached while avoiding argument and dispute.

Stages of Negotiation

In order to achieve a desirable outcome, it may be useful to follow a structured approach to negotiation. For example, in a work situation a meeting may need to be arranged in which all parties involved can come together.

The process of negotiation includes the following stages:

1. Setup the rules

2. Preparation

3. Discussion

4. Clarification of goals

5. Negotiate towards a Win-Win outcome

6. Agreement

7. Implementation of a course of action

"Setting Up the rules"

Before any negotiation takes place, a decision needs to be taken as to when and where a meeting will take place to discuss the problem and who will attend, the method of the negotiation, the participants. Setting a limited time-scale can also be helpful to prevent the disagreement continuing.

This stage involves ensuring all the pertinent facts of the situation are known in order to clarify your own position. Your organisation may well have policies to which you can refer in preparation for the negotiation. Is also advised the set the deadline until which both parties will have the same interest the negotiation to be over with quantified results.

"Prepare yourself"

Perhaps the most important part of the negotiation.

Understand each party’s most important goal

It is critical to have a solid understanding of what is most important to each party involved. . Negotiations are easier to navigate when you know the value of what you have to offer.