Negotiation

Negotiation can only be done by both parties. It is different from Mediation in the sense that there is no third party neutral coming to facilitate the process. It is a process whereby the parties to a conflict by themselves decide to sit and discuss their problem with a view to resolving the conflict and then come
out with a mutually accepted settlement. The truth is that Negotiation is based on tangibles/tradables (what do you have? What can you give? What do I have? What can I give in return?). One of the most vital characteristics of negotiation is independence of the parties i.e. a process that is defined by voluntariness and non compulsion. Here, negotiating parties must be honest with themselves and objective in their discussion.

Negotiation is based on mutual adjustments and concessions which goes a long way in determining the success of the negotiation process. The parties to the conflict should not go to the negotiation table with fixed minds on their individual desires but must be ready to concede because it is a give and take process. The outcome of the negotiation process is a win-win one for both parties.

Watch Professor Galtung on Negotiation Here

Types of Negotiation

v  Hard Negotiation- In most cases, parties start with the hard negotiation (hard stand) where parties take hard stand and unwilling to concede to the other party.

v  Soft Negotiation- In the real sense, you do not enter into negotiation from the point of your weakness because it will only be an advantage to the other party to the process.

Negotiation is not an end in itself, it is a process. In the negotiation process, try to get the other party’s resistance point and if the negotiation process is not favorable, you can delay it by asking for a postponement of the process. Before going to the negotiation table, the parties must ask themselves- What are our values and how do they mean to us? What are the values of the other party and how do they mean to them? This is the reason why adequate preparation is required before the negotiation process.

A rule of the negotiation process is that when you are at the negotiation table, do not make concessions when you are not prepared or when you are exhausted or when you are not ready for the consequences of your concessions. A way to survive these is to ask for a postponement of the process.

Five Steps to a Successful Negotiation

v  Assess your Best Alternative to Negotiation Agreement (BATNA).

v  Make assumption of the other person about your BATNA.

v  Assess the other party’s Best Alternative to Negotiation agreement (BATNA).

v  Calculate the other party’s reservation Value.

v  Find the Zone of Possible Agreement (ZOPA).

Do not forget that a good negotiator does not lose out.