In Negotiation, it is necessary for both the parties to be prepared for conversation with a view to negotiate a conflict or a problem. We call it a conversation because it needs to be conducted in the same spirit if there are two parties.
Since both parties are fully aware of the fact about what they want, there could be a certain amount of conflict, but the important fact remains that both parties would want to resolve their particular issues with amicable discussions. That is the only reason why both of them have to meet on the discussion table.
In your preparation, you must have identified the acceptable limits of the core areas. This means that you are always prepared to forgo some of your demands while the conflict would be described a number of demands while the conflict would be described a number of demands on various aspects of the problems. In the same manner the opposite party would have to also prepare and had already decided to what extent they put forth there proposals, it should match and meet the requirements of both the parties. Therefore each must take his particular position carefully. Its is then in that cordial atmosphere you are taking a particular position which does not reveal in entirety what you can trade off, for the resolution.
Then begins the most important part, bargaining on both the sides, and it is for you that you do your best so that your arguments are not heated up and the cordial atmosphere is maintained. For this there are certain do’s and don’ts which is recommended for all the negotiations. First of all let us focus on what needs to be avoided.
- Nothing should be said in a manner that irritates the other parties. So therefore the choice of words and the way you speak are very important.
- Whenever a proposal is made by one party the negotiator is to immediately offer a counter proposal in a manner that it is not out rightly rejected.
- In any case everything cannot go on in a goody – goody fashion. So one should be prepared to face the heated arguments or defends form the other party. But always the best response to an attack other party. But the best response to an attack is by understanding and assimilating before you give a suitable reply. Active listening and staying cool are critical.
- Sometimes an argument can be diluted by many reasons which may support your cause. This must be leveraged by the skill of alertness and of remaining cool.
Now let us consider what are the particular steps that must be taken to improve your negotiation.
- You need to give advance notice of your action or your behavior. This means that you must deliberate overtures and do nothing beyond. It helps to maintain the very formal as well as polite manner in which the conversation goes on. It avoids the danger of the tempers rising.
- Disagreement patterns that start with a statement of explaination should be expressed before the statement of disagreement.
- The discussions need to be summarized so as to avoid any miscommunication or qny misunderstanding. It is necessary to maintain and promote clarity.
- Information that encourages the other negotiator must reveal more so that more may be requested for. As they say, it is only by asking that you get anything. It also helps you with controlling the negotiation and providing time to think when the opposite party is generating answers.
- Skills negotiations also give more information about feelings and motives in a very polite and decent fashion.
The overall objective of negotiation always should be to find a win – win of acceptable middle path.
