Negotiation What is Negotiation The process of two

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