What are negotiations?
„Did you know that you negotiate every day?” Most of us have heard this statement several times. Since we do it all the time, often unaware of it, then the basic question which remains is: what actually are negotiation? Obviously, there are numerous definitions but in this article we will focus on gathering and presenting several key elements which most definitions share.
Negotiation process
Plainly speaking, negotiations are a process leading to an agreement. Therefore, by negotiations we can understand various situations. For example, negotiations take place when representatives of different companies sit around a table and discuss the conditions of a million dollar contract. Negotiations also take place when a husband and wife have a debate over the color of their bathroom tiles – assuming that they have different preferences. Let’s see what we can say about negotiations by comparing the two examples above. Firstly, both of them involve at least two sides. (Negotiations may involve many sides – for example when a group of friends is trying to settle on which movie they want to see at the cinema.) Secondly, each side has its interests and goals, which it wants to achieve. Some of the interests of sides may be aligned, and some completely misaligned – a basic practice is for a negotiator to be able to uncover the interests of the other side, which can be done by good communication in negotiations. Thirdly, sides have a specific reason for getting into a negotiation. Most often this is because together they can achieve more than they could separately or/and the sides are somehow dependent on one another. For example, a husband will negotiate with his wife on which tiles to choose because he himself will see them every day and most probably, he will cover a part of their cost. If negotiations are a process leading to an agreement, let’s look into what the ‘process’ is about. A process can be understood by certain elements which basically come one after another and take place in almost all of negotiations. Thanks to the knowing of the negotiation process, we know what to expect during negotiations and therefore, we can lead them more efficiently. The end of the process is marked by an agreement. Agreement as in a common, in line settlement of sides on the subject of the negotiations. Take notice that a negotiation process is leading to an agreement, but not always is ended by an agreement. It can happen that after lengthy and tiresome negotiations, sides come to think that they have reasons not to cooperate. All in all, negotiations are held by several sides with their interests and reasons for entering negotiations. Sides make their way through the negotiation process, which is leading to an agreement, but not necessarily will end in one. Regardless which side you play in negotiations and what your interests are, you can always increase your chances of achieving a satisfying result through proper preparations and gaining negotiation knowledge or by handing your case into the hands of a professional. NEGOTIATION ESSENTIALS What are negotiations? Key phrases in negotiations. The basic of basics in negotiations. Principles of negotiations. Goals in business negotiations. Stages of negotiations. The process of business negotiations. Trust in negotiations.
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