NEGOTIATION
What is Negotiation
The Use of Power Negotiation:
A person, who has power, particularly over the allocation and use of resources, must be willing and able to use that power to make decisions and take action. If they refuse, or are unable to do this, conflict will arise because processes that are essential to the running of the workplace do not take place. Don’t depend solely on your workplace power source or your personal power, develop strategies that achieve results. Use your communication skills to present your ideas without producing conflict.
Five-step approach to negotiation
Negotiating is a process in which two or more people (or parties) with common or conflict interests decide on a specific issue or business transaction. This may at times produce win-win, win-lose-lose-win or lose-lose outcome. The five-step approach is more suited to a situation where the issue is more important than the relationship: for example, it is appropriate for purchasing a car but not for resolving crises with your partner. These five stages of the negotiation process are shows in figure
Plan for Negotiation
Careful and thoughtful planning is essential before you negotiate. First, create a set of clear objectives to steer you towards the results you want. Prepared objectives allow you to progress through the five stages of negotiation. Think about how your objective can be achieved.
Gather information that helps you:
• Give the other party relevant information
• Make sure that this information is accurate and objective
• Develop and maintain good relationships with the other party
• Consider the other party’s point of view.
• Organize all the relevant information as this provides the ideal starting-point for your discussion. Plan your approach and the sequence of issues you wish to raise.