Negotiation is a businesslike mutual communication with the aim of achieving a joint solution. Throughout our lives, we negotiate exchange commitments and promises. Whenever two people need to come to an agreement, they must negotiate. Negotiations take the form of business discussions on issues of interest to both sides and serve to establish cooperation links.
Negotiate on vary considerably in their objectives: the conclusion of a supply contract, the conduct of research and development or project work, the agreement on cooperation and coordination of activities, etc. In the process of negotiations, people want to:
-To get a mutual agreement on an issue in which there are usually conflicting interests;
-It is worthy to withstand the confrontation that inevitably arises from
conflicting interests without destroying the relationship.
To achieve this, one must be able to do so:
Resolve the problem; To establish interpersonal interaction; Manage emotions.
People with different negotiating experiences may come together at the negotiating table. They may have different temperaments (e.g., sanguine and choleric) and different special education (e.g., technical and economic). Accordingly, the very course of negotiations differs according to this great variety. They can proceed easily or tensely, the partners can negotiate easily or with great difficulty, or they can not come to an agreement at all
Negotiations are ongoing:
-For a certain reason (e.g. the need to establish cooperation links);
-In certain circumstances (e.g. mismatch of interests);
-with a certain purpose (e.g., conclusion of an agreement);
- on certain important issues (political, economic, social or cultural).
It is often possible to reach an agreement only after a thorough discussion of the problem; all negotiations reveal different interests and the partners pass them through the prism of their own needs. The advantages of concluding an agreement for the partners are also important, especially when assessing new, negotiated solutions. A monologue is a typical activity for an empty person! Negotiator in response to a partner's statement:
does not behave in a businesslike manner, but is not too emotionally restrained;
does not argue, but willfully defends his position; does not give new facts, does not put forward new proposals, but sets out known positions that hinder the solution of the problem; the negotiator is not guided by the common interests of shared responsibility for the common cause, does not highlight this aspect.
The analysis of the real state of affairs reveals the discrepancy between the interests of the parties involved in the negotiations, which leads to objections, counterclaims, refusals, etc. The importance of psychological moments is underestimated (for example, the willingness of negotiators to go to a meeting with a partner). Many managers do not have enough of these abilities.
Not least, the success of the negotiations depends on the principled attitude of the interlocutors towards the negotiations in general and their behavior in a particular situation. Negotiations behavior It should be assumed that negotiations are necessary and useful for solving the cooperation tasks of the enterprise's department. If we want the negotiations to be conducted in a constructive manner and for the benefit of both parties, the following proposals should be taken into account It is necessary to persistently pursue the goal of convincingly arguing your proposals, but do not be too stubborn and deaf to the opinion of the partner: as we know, no orders are given during the negotiations.
It is worthwhile to represent your interests in making proposals to solve the problem discussed in the negotiations. Seek to reach agreements that are not only in the interest of your service but also that of society as a whole. It should be remembered that subjective and essential conditions for successful negotiations are essential:
- politically competence and consciousness;
- A realistic approach and interest in business communication;
The power of imagination and the gift of combination. It would be an illusion to think that the interlocutor can be outsmarted by different conditions and tricks or with a crowbar in his hands to make excessive concessions.
Patient and purposeful reasoning is indispensable in any negotiations.
That's what you should do in negotiations:
"Pressure" on the interlocutor with deadlines;
To obtain advantages for yourself by imitating "misunderstanding", fooling, flattery, etc. In order for the negotiations to develop successfully, it is necessary to try to find a common position with the partner immediately after they have started. At the beginning of the negotiations, touch upon the undisputed and non-contradictory aspects of the subject matter under discussion. After this phrase, proceed to the discussion of such items, which can be agreed upon relatively easily. And only after that, focus on the most important issues on the negotiating agenda that need to be addressed in detail.