Negotiating Skills
(Ken Shah & Prof. Param J. Shah)
Defined :
Negotiating is the process of communicating back and forth, for the purpose of reaching a joint agreement about differing needs or ideas. It is a collection of behaviors that involves communication, sales, marketing, psychology, sociology, assertiveness and conflict resolution. A negotiator may be a buyer or seller, a customer or supplier, a boss or employee, a business partner, a diplomat or a civil servant. On a more personal level negotiation takes place between spouse’s friends, parents or children.
It is a process of interaction by which two or more parties who consider that they need to be jointly involved in an outcome, but who initially have different objectives, seek by the use of argument and persuasion to resolve their difference in order to achieve a mutually acceptable solution. Another important consideration is that negotiation implies acceptance by both parties that agreement between them is required before a decision can be implemented.
The art of negotiation is based on attempting to reconcile what constitutes a good result for the other party. To achieve a situation where both sides win something for themselves, you need to be well prepared, alert and flexible. There are seven basic principles common to all forms of negotiation.
- There are minimum two parties involved in the negotiation process. There exists some common interest, either in the subject matter of the negotiation or in the negotiating context, that puts or keeps the parties in contact.
- Though the parties have the same degree of interest, they initially start with different opinions and objectives which hinders the outcome in general.
- In the beginning, parties consider that negotiation is a better way of trying to solve their differences.
- Each party is under an impression that there is a possibility of persuading the other party to modify their original position, as initially parties feel that they shall maintain their opening position and pursuade the other to change.
- During the process, the ideal outcome proves unattainable but parties retain their hope of an acceptable final agreement.
- Each party has some influence or power – real or assumed – over the other’s ability to act.
- The process of negotiation is that of interaction between people – usually this is direct and verbal interchange.
Negotiation is a skill that anyone can learn and practice. The necessary skills required for successful negotiations can be listed as :
-> The ability to define a range of objectives, yet be flexible about some of them.
-> The ability to explore the possibilities of a wide range of options.
-> The ability to be well prepared.
-> The ability to listen to and question other parties.
-> The ability to set priorities.
These are useful abilities, not only in negotiations but in daily life as well. It is useful to remember that the ability to influence and persuade is one of the most essential of all management skill – and influence and persuasion are very much the stuff of effective negotiation.
