Negotiation requires skill and understanding in both personal and business matters. Be it a deal or a salary negotiation, strong negotiation skills can help you get better results. This article provides and analyzes the necessary skills and issues that should be mastered to successfully negotiate. It also provides information on the different forms of negotiations and the techniques that can be employed to get them done effectively.

Negotiation is a good method to solve conflicts. Each party makes presentations with a view to convincing the other party to alter their position on the matter or issue under debate. While negotiation is often regarded as persuasive give and take, it can also result in making middle ground agreement where all involved parties partially agree to concede some elements of benefit. It is not only about reaching an agreement, it is about getting a mutual solution that satisfies the parties involved.

Negotiation Skills: The 3Cs

Ira William Zartman’s “3Cs” or Concession, Compensation and Construction has founded a significant part of negotiation since its inception. These features enable stability in what a negotiator receives and gives.

Concession : Offers giving up something to receive the result desired.

Compensation : Something valuable is received as a trade for the concession offered.

Construction : Developing a proposal that achieves the interests of the parties.

Effective negotiators are able to implement these strategies to foster cooperation and reach an agreement that pleases all parties involved.

Significance of Negotiation Skills

Negotiation is a critical skill that is relevant in almost every aspect of life. Personal decisions as well as professional challenges, like sales, leases, and service agreements, can all be impacted by the negotiation process. Improved relationships, greater trust, and positive outcomes for both parties can all result from having strong negotiation skills.

Being in possession of strong negotiation skills can assist with improving relationships, enhancing collaboration, and engaging with difficult situations with confidence.

Elements of Negotiation that will Always Result in Success

Several factors determine the success of negotiation as noted below:

Trust and Respect: Building trust and respect with the other party can greatly impact the outcome of the negotiations.

Control Over the Negotiation Process: You can assert control over the negotiation process to ensure that your needs are communicated and safeguarded effectively.

Communication of Viewpoints: Your ability to communicate your ideas in a clear convincing manner is critical to your success in negotiations.

Snapshot View of Negotiation Outcomes

Circumstances and approach to negotiation will determine the difference in outcomes in negotiations.

Win/Win: Both sides Profits are realized by each participant in the transaction.

Win Lose : One Party Gains and profiting at the cost of the other party not winning is losing.

Partial Win Partial Lose: The outcome is advantageous for both parties to some extent, and there are also defeats on both sides.

Lose and lose: No gain is made from either side, and both participants finish in a worse position.

Negotiators will be able to adjust their strategy accordingly for best possible results after understanding these outcomes.

There are various classifications of negotiation, all of which are different from one another and unique from other forms.

Distributive Negation: Competitive distribution, or “win-lose” as it is more commonly known, is when one party gains at the loss of the other party. During this type of negotiation, relationships suffer due to the competitive spirit aimed at trying to come out on top.

Integration Negotiation: Contrary to what takes place during distribution negotiations, integrative negotiations seek to arrive to terms that take into consideration the needs of both parties. Salary negotiations, business deal signings, and even partnership agreements can be successfully achieved through creative, brainstorming sessions to come up with a mutually acceptable solution that benefits both parties.

Team Negotation: This approach is usually common during corporate mergers and restructures where various different assignments and tactics under one umbrella require different teams to work together.

Multi-party negotiation refers to engagements that involve three or more entities or parties. Multi party negotiations are evident in international relations for instance in climate change agreements or peace negotiations.

The important points

• In order to do well in negotiations, it is required that an individual’s skills are well-planned to the desired outcome. Concentrating on the 3Cs – Concession, Compensation, and Construction – enables achievement of all goals set by the party that provides the offer and the party that accepts the offer.
• In the case of a single transaction, an individual usually pays the least amount possible while still getting his objectives achieved.
• These techniques, referred to as integrated negotiation and brainstorming, are applicable in more collaborative situations, like business mergers or salary negotiations, where higher levels of cooperation are required and encourage mutual gains.
• Knowing different styles of negotiation and how to apply them will make it easier for you to tackle any negotiation, thus increasing the chances of achieving positive results in both your work and your social life.

Categories: Negotiation Skills