The negotiation process

The Negotiation Process

"Diplomacy is the art of letting someone else have your way."

-Daniele Vare, Italian diplomat

R.M. Boylan BSc. M.A.

The negotiation process

The negotiation process is a structured approach to reaching an agreement between two or more parties. It typically involves several steps and stages, each critical to achieving a successful outcome. Below, we outline the negotiation process, best practices, and detailed preparation strategies.

Steps Involved in the Negotiation Process

1. Preparation

2. Discussion

3. Clarification of Goals

4. Negotiate Towards a Win-Win Outcome

5. Agreement

6. Implementation

7. Follow-Up

   
   

Stages of Negotiation

1. Preparation

2. Opening

3. Exploration

4. Negotiation

5. Closure

   
   

Best Practices in Negotiation

• Be well-prepared.

• Listen actively.

• Maintain a positive attitude.

• Seek mutual benefits.

• Be patient and flexible.

• Document agreements.

  
  

Preparation for Negotiation

 Preparation is a crucial stage in the negotiation process. It involves several analytical steps:

1. Analyze the Situation

• Identify the context and background of the negotiation.

• Understand the external factors influencing the negotiation.

• Gather relevant data and information that may impact the negotiation.

• Assess your level of power and vulnerability.

  
  

2. Analyze the Issues

• Clearly define the key issues that need to be negotiated.

• Prioritize these issues based on their importance to both parties.

• Consider potential areas of conflict and agreement.

  
  

3. Analyze the Relationship

• Assess the nature of the relationship between the negotiating parties.

• Consider the long-term implications of the negotiation outcome.

• Identify any past interactions that may influence the current negotiation.

  
  

Planning Strategy and Tactics

 Once the analysis is complete, it is essential to devise a strategy and tactics:

• Define your goals and desired outcomes.

• Determine your Best Alternative to a Negotiated Agreement (BATNA).

• Identify potential concessions and trade-offs.

• Establish a clear communication plan.

• Prepare to address objections and counter arguments.

  
  

The Difference Between Bargaining and Negotiating

Bargaining and negotiating are often used interchangeably in everyday language, leading to confusion. However, they have distinct meanings and implications in conflict resolution and decision-making processes.

Bargaining

 Bargaining typically refers to a more transactional and competitive approach to reaching an agreement. It often involves:

• Focus on price or specific terms

• Win-lose mentality, where one party’s gain is another party’s loss

• Short-term interactions aimed at achieving immediate results

• Utilization of pressure tactics or concessions to achieve desired outcomes

  
  

Negotiating

 Negotiating, on the other hand, is a broader and more collaborative process. It often includes:

• Focus on interests and relationships, rather than just terms

• Win-win mentality, where both parties seek mutual benefit

• Long-term interactions aimed at building relationships and trust

• Open communication and problem-solving to explore creative solutions

  
  

Sources of Confusion

 The confusion between bargaining and negotiating arises from several factors:

• Common usage: In casual conversation, people often use the terms interchangeably without recognizing their differences.

• Contextual overlap: Both processes can occur in similar situations, leading to ambiguity about their definitions.

• Lack of understanding: Many individuals may not fully grasp the principles and strategies that differentiate the two processes.

  
  

Why Bullies Prefer Bargaining

 Bullies often prefer bargaining over negotiating for several reasons:

• Control: Bargaining allows bullies to exert control over the situation by using intimidation or pressure tactics.

• Immediate gains: They may prioritize short-term benefits over long-term relationships, seeking to achieve quick victories.

• Manipulation: Bargaining can involve manipulation and coercion, which aligns with the bully's tactics.

  
  

Why Bullies Are Incapable of Negotiating

 Bullies may struggle with negotiating for the following reasons:

• Inability to empathize: Negotiating requires understanding the other party's interests and needs, which bullies often lack.

• Fear of vulnerability: Negotiating involves openness and sharing, which bullies may avoid to maintain their facade of power.

• Resistance to collaboration: The cooperative nature of negotiation conflicts with the competitive and aggressive approach that bullies typically adopt.

  
  

Conclusion

Understanding the differences between bargaining and negotiating is crucial for effective communication and conflict resolution. While bargaining may appeal to those with aggressive tendencies, such as bullies, successful negotiation requires collaboration, empathy, and a focus on mutual benefit. Recognizing these distinctions can lead to more productive interactions in both personal and professional settings.

References

• Fisher, R., Ury, W. L., & Patton, B. (2011). "Getting to Yes: Negotiating Agreement Without Giving In." Penguin Books.

• Raiffa, H. (1982). "The Art and Science of Negotiation." Harvard University Press.

• Lewicki, R. J., Saunders, D. M., & Barry, B. (2015). "Negotiation." McGraw-Hill Education.

  
  

Negotiation Templates

You can build your own template and tailor it to your negotiation or you can find templates online under these categories:

• Negotiation Planning Template

• SmartSheet Negotiation Templates

• ProjectManager Negotiation Plan Template

  
  

 By following these steps and best practices, negotiators can effectively prepare for and engage in negotiations, ultimately leading to mutually beneficial outcomes.

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