Transcript What is Negotiation

Negotiation
What is Negotiation?
The process of two or more parties
working together to arrive at a
mutually acceptable resolution of
one or more issues
What is Negotiation?
Negotiation is a give and take
bargaining process that when
conducted well, leaves all parties
feeling good about the result and
committed to achieve
Negotiation occurs when
• Create something new which neither party
could have done on their own
• To resolve a problem or dispute to the mutual
satisfaction of both parties
Negotiation is a voluntary process
Seldom are we required to negotiate.
Negotiation occurs when there is no
system, rules and procedures for
resolving conflict
Interdependence
• In negotiation, both parties need one another.
• Goals need not be convergent. Different
parties may be looking at different things
• Parties look for the win-win situation where
ideally both parties get benefited as against
the situation if they had to fend for
themselves alone.
Mutual Adjustment
• Rarely would any party get the decisions going
his/ her way, and therefore, what is the extent
you one would be willing to adjust?
• A necessary step in all negotiation is to clarify
and share information about what both
parties really want as outcomes.
“In business , you don’t get what
you deserve, you get what you
negotiate” – Dr Chester L Karass
What separates the professional negotiator
from the amateur is the professional’s ability
to find creative solutions that help all parties
obtain their interests
Dilemmas in Negotiation
• How honest should I be in the negotiation?
• How much can I trust my opponent as regards
what he says?
Satisfaction with a negotiation is as
much determined by the process
through which an agreement is
reached as with the actual outcome
obtained
Deliberately short-circuiting this process
may jeopardise the entire negotiation
or may adversely affect the feelings of
satisfaction and success for either party