Negotiation in the classic diplomatic sense assumes parties more anxious to agree than to disagree.” – Dean Acheson
From the time of man’s evolution, negotiation is in vogue, both in formal as well as informal state. A mixture of style and substance, art and science is found in this ancient craft. Negotiation needs emotional indifference and a high desire level.
Formally, Negotiation is said to be an interaction between two or more people/ parties with the intention of having advantageous results for one or more matters of conflict. This advantageous results can be for all concerned parties, or just for single or multiple being.
Aim of Negotiation
- To resolve points of difference
- To achieve benefits collectively or individually.
- To make small concessions to gain an agreement.
In our day to day life, people are found negotiating, without being aware that it is negotiation in disguise. Negotiation is found in organisation comprising business, non- governmental, and within and between governmental including sales and legal procedures. We find it in personal matters like marriage, divorce, parenting, etc.
The process of negotiation consists of:
- Agreement
- Preparation
- Discussion
- Clarification of goals
- Negotiate till win- win level
- Implementation of a course of action.
People with strong skills of negotiation possess a good quality of verbal and non-verbal communication. They approve of an intentional, positive outlook to their communication. The qualities found in good negotiators are: Honest, flexible, creative, self – awareness, good planner, inclination towards win-win attitude.
In the end, negotiation skill is not acquired easily. The vital quality of negotiation is flexibility.It is considered a key to compromise in coming to conclusions & concession. Creativity is found in the successful and effective negotiators. It is a complex process and time-consuming.
“The negotiations must address all aspects, both peace and withdrawal.” –Yitzhak Rabin