NEGOTIATION (6)

1. Negotiation

Negotiation is  discussion between two or more parties to reach a common goal and agreement.  Negotiation should not take sides, but should consider both parties. It is a process by which compromise or agreement is reached while avoiding argument and dispute.

2. Style of Negotiation

           There are five styles of negotiating to resolving disputes or making deals, in this bellow:

1. Competitive

Negotiators are Primarily concerned with achieving their own goals regardless of the impact on others. Views negotiation as a win/lose rather than a problem solving activity. Competitive negotiators have a strategic mind,  so they don’t tend to get phased by their opposition.

2. Accommodating

Negotiators are friendly and interested in creating a positive dynamic for the negotiation. They are mainly concerned with building and preserving relationships between parties.

3. Collaborative

Negotiators are open and honest. They try to understand the concerns of the other party and aim to find creative solutions to mutually satisfy both parties.

4. Compromiser

Negotiators do what is fair for both parties. They would rather settle with less in order to satisfy the other party’s needs. Watch out, they often rush negotiations and make large concessions.

5. Avoider

Negotiators strongly dislike conflict, so will try to dodge negotiations by any means possible. They may be seen to pass responsibility on to other team members or avoid the negotiation situation altogether.

3. Process of Negotiation

1. Preparation

Before any negotiation takes place, needs to be taken as to when and where a meeting will take place to discuss the problem and who will attend. Your organization may well have policies to which you can refer in preparation for the negotiation. Being well-prepared generates confidence and gives an edge to the negotiator.

2. Discussion

In this situation, individuals or members of each side put forward the case as they see it. Sometimes it is helpful to take notes during the discussion stage to record all points put forward in case there is need for further clarification.

           

            3. Clarifying Goals

From the discussion, the goals, interests and viewpoints of both sides of the disagreement need to be clarified. Clarification is an essential part of the negotiation process, without it misunderstandings are likely to occur which may cause problems and barriers to reaching a beneficial outcome.

            4. Negotiate Towards a Win-Win Outcome

This stage focuses on the result where both sides feel they have gained something positive through the process of negotiation and both sides feel their point of view has been taken into consideration. A win-win outcome is usually the best result. Although this may not always be possible, through negotiation, it should be the ultimate goal.

5. Agreement

Agreement can be achieved once understanding of both sides’ viewpoints and interests have been considered. Any agreement needs to be made perfectly clear so that both sides know what has been decided.

6. Implementing a Course of Action

From the agreement, a course of action has to be implemented to carry through the decision.

4. Characteristic of Negotiation

1. There are a minimum of two parties present in any negotiation.
2.  Both the parties have pre-determined goals which they wish to achieve.
3.  There is a clash of pre-determined goals, that is, some of the pre-determined goals are  

      not shared by both the parties.

4.  There is an expectation of outcome by both the parties in any negotiation.
5.  Both the parties believe the outcome of the negotiation to be satisfactory.
6.  Both parties are willing to compromise, that is, modify their position.
7.  The incompatibility of goals may make the modification of positions difficult.
8.  The parties understand the purpose of negotiation .

5. Possitive and Negative

Negotiation positive effect has beneficial consequences as well. It increases satisfaction with achieved outcome and influences one's desire for future interactions. Negotiation can also preventing risk of misunderstanding between the parties. The positive effect aroused by reaching an agreement, which result in affective commitment that sets the stage for subsequent interactions.

Negotiation negative effect cause emotions between the two or more parties, when do negotiation, emotional control is very important if not done, negotiation will be fail.