Negotiation

What is Negotiation? The process of two or more parties working together to arrive at a mutually acceptable resolution of one or more issues

What is Negotiation? Negotiation is a give and take bargaining process that when conducted well, leaves all parties feeling good about the result and committed to achieve

Negotiation occurs when Create something new which neither party could have done on their own To resolve a problem or dispute to the mutual satisfaction of both parties

Negotiation is a voluntary process Seldom are we required to negotiate. Negotiation occurs when there is no system, rules and procedures for resolving conflict

Interdependence In negotiation, both parties need one another. Goals need not be convergent. Different parties may be looking at different things Parties look for the win-win situation where ideally both parties get benefited as against the situation if they had to fend for themselves alone.

Mutual Adjustment Rarely would any party get the decisions going his/ her way, and therefore, what is the extent you one would be willing to adjust? A necessary step in all negotiation is to clarify and share information about what both parties really want as outcomes.

“In business , you don’t get what you deserve, you get what you negotiate” – Dr Chester L Karass What separates the professional negotiator from the amateur is the professional’s ability to find creative solutions that help all parties obtain their interests

Dilemmas in Negotiation How honest should I be in the negotiation? How much can I trust my opponent as regards what he says?

Satisfaction with a negotiation is as much determined by the process through which an agreement is reached as with the actual outcome obtained Deliberately short-circuiting this process may jeopardise the entire negotiation or may adversely affect the feelings of satisfaction and success for either party