Prof. Amit Kumaramit040985@gmail.comFIT Group of Institutions
NegotiationNegotiation is a technique of discussing issues among oneselves and reaching to a conclusion benefiting all involvedin the discussion
. It is one of the most ways to avoidconflicts and tensions. When individuals do not agree witheach other, they sit together, discuss issues on an openforum, negotiate with each other and come to analternative which satisfies all. In a layman’s language it isalso termed as bargaining.Please go through the above two real life situations onceagain.You want to go for a movie but you know that yourparents will never agree to your decision. Will you fightwith your parents? Obviously NO, instead you will sit withthem and try your level best to convince them andnegotiate with them without fighting and spoilingeveryone’s mood. Probably you will spend the comingweekend with your parents if they allow you today for themovie else you will negotiate with your friends so thatthey agree for a noon show.
Negotiation helps you toachieve your goal without hurting anyone
. Your goal inthis case is to go for a movie and you negotiate either withyour parents or friends to achieve the same.In the second situation, Tom could not afford to lose theCD player as it was an exclusive one, thus he tries tonegotiate with the store owner to lower the price so that itsuits his pocket and even the store owner earns his profitas well.Negotiation is essential in corporates as well as personallives to ensure peace and happiness.Your boss asks you to submit a report within two workingdays and you know that the report is a little critical oneand needs more time. Will you say a yes to your boss justto please him? Your yes might make the boss happy thenbut later you will land yourself in big trouble if you fail tosubmit it within the desired time frame. It’s always betterto negotiate with your boss rather than acceptingsomething which you know is difficult. Ask for some moretime from your boss or probably don’t make an exhaustivereport. Negotiation is better as it would prevent spoilingyour relation with your superiors later.
An individual representing an organization or a positionwho listens to all the parties carefully and comes to aconclusion which is willingly acceptable to all is called thenegotiator.
Skills of a negotiator
A negotiator ideally should be impartial and neutral andshould not favour any one.He needs to understand the situation and the parties welland decide something which will benefit all.It is not always that people will easily accept thenegotiator’s decision; they may counter it if they feel theirpersonal interests are not satisfied. In such a situation,where the negotiator is left with no choice, he must usehis power to impose his ideas on all, after all one can’tplease everyone.A negotiator has to be a little tactful and smart enough tohandle all situations and reach to a conclusion.
Elements of NegotiationNegotiation
Process + Behaviour + Substance (Agenda)
The way individuals negotiate with each other iscalled the process of negotiation. The process includes thevarious techniques and strategies employed to negotiateand reach to a solution.
How two parties behave with each otherduring the process of negotiation is referred to asbehaviour. The way they interact with each other, the waythey communicate with each other to make their pointsclear all come under behaviour.
There has to be an agenda on which individualsnegotiate. A topic is important for negotiation. In the firstsituation, going for the late night movie was the agenda onwhich you wanted to negotiate with your parents as wellas your friends.
Models of Negotiation
Let us go through various
models of negotiation:
Win Win Model -
In this model, each and every individualinvolved in negotiation wins. No body is at loss in thismodel and every one is benefited out of the negotiation.This is the most accepted model of negotiation.Let us understand it with the help of an example:Daniel wanted to buy a laptop but it was an expensivemodel. He went to the outlet and negotiated with theshopkeeper to lower the price. Initially the shopkeeperwas reluctant but after several rounds of discussions andpersuasion, he quoted a price best suited to him as well asDaniel. Daniel was extremely satisfied as he could nowpurchase the laptop without burning a hole in his pocket.The negotiation also benefited the store owner as he couldearn his profits and also gained a loyal customer whowould come again in future.2.
Win Lose Model -
In this model one party wins and theother party loses. In such a model, after several rounds of discussions and negotiations, one party benefits while theparty remains dissatisfied.Please refer to the above example once again whereDaniel wanted to buy a laptop. In this example, bothDaniel and the store owner were benefited out of the deal.Let us suppose Daniel could not even afford the pricequoted by the storeowner and requests him to furtherlower the price. If the store owner further lowers theprice, he would not be able to earn his profits but Danielwould be very happy. Thus after the negotiation, Danielwould be satisfied but the shopkeeper wouldn’t. In a winlose model, both the two parties are not satisfied, only oneof the two walks away with the benefit.3.
Lose Lose Model -
As the name suggests, in this model, theoutcome of negotiation is zero. No party is benefited outof this model.