NEGOTIATIONS & NEGOTIATING SKILLS:
Dear readers we have all some or the other time
faced a situation where we had a need to negotiate or will have a need to
negotiate whether it be a job, home, market or a deal. Negotiations are means
of solution to critical situations.
Let us
try to understand what is ‘Negotiation’ and the skills related to develop
negotiation. The dictionary meaning of ‘negotiation’ is “the discussion at
which people try to decide or agree on a common issue”. Generally, to avoid ‘negotiations getting
converted in hot arguments or unnecessary debates a line of control is required
to needs to exist. It is expected that all negotiations should end with a “
Win-Win” situation.
We have different windows where a situation for
‘negotiation’ may arise, for example there could be a ‘Business negotiation,
Crisis negotiation, Deal making negotiation, leadership negotiation, Job
position negotiation, or Salary negotiation’. Professional Negotiations do not
just take place easily, in fact several rounds of discussions may be required
to lead to a ‘Win-Win’ situation. Specific forms of negotiation are used in
many situations. Internal affairs, the legal system, government, industrial
disputes or domestic relationships as examples. However, general negotiation
skills can be learned and applied in the wide range of activities. Negotiations
can help a lot to handle and manage critical or drastic situations.
Let us see as to what are the important aspects that are
needed for ‘negotiations’:
1) PREPARATION:
It is essentially
important to decide the place, time and people before the discussions for the
meeting. This stage involves all the existing facts of the situation are known
in order to clarify your own position. This may also include to understand the
rules and policies of your organization whereby you can refer in preparation for
the negotiation.
2) DISCUSSION:
Here,
every individual from either side will be participating in the discussion and
will put forward their case according to their understanding and perspectives,
and will try to understand the situation. The important points during the
discussions to be kept in mind are “ Questioning, Listening, and Clarifying”.
It is extremely important to listen as when disagreement takes place. It’s easy
to make mistake on saying too much and listen too little.
3) UNDERSTANDING AND CLARIFYING GOALS:
From discussions
the objectives, interests and views of both side’s disagreement need to be
understood and clarified. Clarification is an essential part of the negotiation
process without misunderstanding so as to produce a fruitful outcome.
4) NEGOTIATE FOR EQUAL WIN STATE: (WIN-WIN SITUATION)
This is a situation where both the parties
feel that they haven’t lost anything or rather gained something. It means both
parties feel that their views have been considered. Although this situation is
not very often, but has substantial consideration.
5) AGREEMENT:
At this point of
time both the parties have agreed on a situation and totally satisfied, then
this has to be recorded as in terms of minutes of the meeting and has to
mutually exchange their copies of agreements duly signed.
6) IMPLEMENTATION:
Implementation
follows after agreement so as to implement the decision into action with prior
permission of the concerned authorities.
FAILURE TO NEGOTIATION:
Now, in case the negotiations fail after
disagreement then the discussion process becomes stagnant and will obviously have
no results. In such a case a ‘re-scheduling’ of the meeting should be
confirmed. This will avoid hot discussions and endless unproductive arguments. Rescheduling
of meeting will also save time and will have fresh mind to take the negotiation
ahead and to look ahead for alternative solutions
In every negotiation three elements are
important, viz, ‘Attitude, Knowledge and Interpersonal Skills’.
Regards,
Girish. Kulkarni
CEO-REAL MINDS.COM
Virtual office: realminds@hotmail.com.
Cell: 8530700471.
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