From a layman to
Brexit leaders, everyone indulge in negotiation of one kind or another.
Whatever is the form of profession, business one may engage in, negotiation is
an essential skill to have to prosper in that given field. Country heads to
party leaders, professionals to service expertise, academicians to students,
investors to customers, lawyers to doctors, everyone has to negotiate in one or
the other aspects of their personal or professional life.
What’s negotiation? Negotiation
is generally defined as – mutual discussion by the parties having certain
interest in the issues to resolve the differences and come to an agreement.
Negotiation is identified as a method to settle the differences by many
corporates in the present world. Negotiation is a self-developed trait than an
inherent skill.
Forms: There are
certain forms of negotiation too. Various methodologies are used in different
forms of issues that may involve corporate disputes, legal transactions, international
disputes, union-employer issues, domestic conflicts, etc. Negotiations are not always easy. It’s an art and that requires
certain pre-requisites. The good news is, one can acquire these skills and can
excel in the same. There are certain key elements that make a negotiation
useful, solution oriented and a win-win for the parties involved in it.
1. Excellent Preparation: Win-win negotiation begins with an excellent preparation,
reasonable bargaining and resolution oriented agreement. Satisfying the needs
of various parties involved is another key to a win-win negotiation.
Negotiation can’t always be one-sided. If it is, then, in the long term, it may
boomerang the negotiator. It has to yield mutual benefits. Negotiation will
generally happen, when both the parties have something to offer and something
to negotiate. If it’s one side leaning, then it may not result in positive
outcome. Ultimately, negotiation should ensure a stronger bonding between the
parties than a diluted relationship status leading to bitterness. A good
preparation will focus on these aspects while sitting for a negotiation.
2. Focused approach: A win-win negotiation cannot be like social media debate. It
should more focus upon resolution than winning the argument or making one’s
point prevail. Identification of the key – conflicting areas is the prime
requirement for a negotiation. When the issues are identified, you can discuss
through your way out for the resolution. A final agreement to implement the
points accepted by the parties involved is necessary for a good negotiation to
conclude.
3. Need and Necessity: While deciding to negotiate, the initial analysis of the need and
necessity of a negotiation is mandatory. Analyzing the given situation, the
points that are in one’s favor, the pros and cons, the possible outcome, the
points/clauses that can be compromised or changed based on negotiation. Having
a prior list of all these elements will come in handy while negotiating. In
addition to these the past negotiations or the future dealings and transactions,
a fair amount of awareness of these aspects will add on to one’s negotiation
skillset.
4. Logic and Emotions: Logic and emotions play a significant role in a win-win
negotiation. If the logic/reasoning takes the back seat and the emotions take the
driver seat, then it may prove harmful to a good negotiation. The negotiator
has to balance out between one’s own impulse to win and finding a resolution. In
a situation wherein the parties are not willing to take a step or failing to
make an attempt to come half way, it’s essential to sense the situation and
take a control of the situation. At times, the digression would waste the time
and energy of the parties involved. So, it’s vital that parties are
concentrated on the resolution and issues to be discussed upon.
5. Give and Take: There will always be ‘give’ and ‘take’ in a negotiation. If these
were absent, then the negotiation wouldn’t occur in the first place. It’s for a
party to ascertain these areas, wherein they can really step forward or take a
step back and be firm. One has to be flexible and open to the suggestions made
by the other party and evaluate its advantages and disadvantages before agreeing
on to the same. If it’s taking time, then the parties should decide to take
some time and revert later on those ‘identified’ issues.
6. Alternative Plan: A negation need not always be win-win. Hence prepare to fail too.
A negotiation may not always have a positive outcome for the parties.
Therefore, one must have an alternative arrangement / another solution, if the
negotiation didn’t go as per the initial speculation.
7. After Negotiation: Parties, once mutually agreed on the points of consensus, shall
jot down the course of action for implementation of the agreed issues. This
would ease the further process and procedure for the parties. This would also
help the parties to identify their path forward.
Summary: Good negotiation will have the
following components:
·
An adequate preparation;
·
Identification of the issues
involved;
·
Open and positive discussion;
·
Flexibility to the suggestions;
·
‘Give’ and ‘Take’;
·
Clarity of points, clauses that
can be compromised;
·
win-win approach for both the
parties;
·
Desire for resolution;
·
Balanced approach between
logic/reasoning and emotions;
·
Mutual agreement;
·
Alternatives/Plan B
·
Implementation Plan
