Negotiation Is An Art

Negotiation is an art

Introduction

Negotiation is a method to reach an agreement with both cooperative and competitive elements, where the method proposes a series of steps that must be followed in a form and with a certain order, the cooperative element results from the desire of both parties to reach an agreement mutually convenient, without this desire would not be negotiated and the competitive element derives from the intention of the parties to achieve the best agreement for itself.

Developing

To reach an agreement in the negotiation, a certain methodology must be followed that contributes and helps in the decision made within it, this occurs thanks to the collaboration provided by both parties, as long as they have the desire to want agree an agreement, taking into account the satisfaction of each of them and the benefit they will obtain with that.

Then. What is understood by negotiation?

This is a process of information exchange and commitments, in which two or more parts with common interests and differences try to reach an agreement. This is also an art. This activity requires preparation, discipline, ability and even imagination. The more the negotiator is prepared, the more skills and skills will acquire, so the results of their negotiation are not only effective, but also extraordinary.

The negotiation has as objectives:

• As daily behavior: to meet needs.
• As a solution: resolve interpersonal conflicts.

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Models or ways of negotiating

As we know, negotiation is the process that aims with the purpose of reaching an agreement. There are various types of negotiation that will be carried out according to the context in which they are and that is appropriate for both parties, we have:

• Competitive negotiation

In this negotiation method it is called zero sum negotiation, this means that one part must gain negotiation, while the other part must lose. This concept contrasts strongly with the cooperative negotiation method, which concludes that there can be no multiple winners in the negotiation, which will lead to a situation of mutual benefit for all parties involved.

Following Serra:

The competitive negotiator sees all negotiations as a constant struggle in which it is won or lost. Although such vision and strategy have a limited application, there are people who constantly use it, without making a distinction between a partner and a true adversary. Although they are only interested in their own triumph, the result is always the defeat of the other party. If the relationship between negotiators is continuous, the result of any negotiation between them leaves a legacy that affects the future of the same. The competitive approach (win-perder) occurs when an individual or group tries to achieve their objectives at the expense of an adversary, these attempts to succeed over an adversary can cover from brutal intimidation efforts to subtle forms of manipulation.

It is a radical negotiator, and the intervener hopes to obtain most of the benefits of the agreement in the negotiation. Here the relationship with the opponent becomes less important, because the basics is to achieve the best result. The negotiator comes victorious and loses the other part. In some cases, this technique is recommended. For example, if you only need to negotiate once, without dealing with the relationship with the other party.

• Collaborative negotiation

Many times, when they listen to the word cooperation, people ask, for example, will it cooperate with me? They believe that collaboration only exists in science fiction, mainly because this situation is among those who see negotiation as competition.

According to Sánchez:

When we have an attitude where we propitiate agreements and alliances with the other negotiating party, we demonstrate a collaborative attitude. This is based on the purpose of understanding the way of thinking of the other party and seeking fair solutions that agree to the parties. As the main component is the "dialogue", in addition to empathy, justice and honesty. This is where the two negotiators win. Both show optimal behavior to reach an agreement, a faster agreement, the development of the relationship with the other party plays a very important role, since both offer a yield and propose solution alternatives.

This is the ideal technique to use when it is intended to improve the relationship with other participants and obtain the best results. In general, this happens if both parties have common goals and objectives. Collaborative negotiation, also called constructive negotiation, is a way of treating the relationship as an important and valuable element and treating it as a real problem. Therefore, based on this approach, our goal is to maintain people’s contact at the negotiating table looking for fair and equitable agreements. 

conclusion

In summary, negotiation is an art, a dynamic process, which has its beginnings from the first stage of human life, since people begin to take certain behaviors in order to obtain something in return, putting it into practice daily in Various situations in which an end is to obtain, for this one follows a procedure which will be aimed until reaching the sought agreement, always prioritizing mutual benefit and solving the conflict.