Negotiating is the ability to communicate, discuss and agree on something with people who have different objectives. Effective negotiation often requires some preparation before meeting with the other person or person’s concerned, as it is important to identify your own objectives first. Divide your objectives into three categories i.e. needs, wants and 'would be nice.' The 'needs' are what you must get out of the negotiation, the 'wants' are important but not essential and can be conceded on (but not without getting something in return), and finally the 'would be nice' items can be used as bargaining chips.
During negotiation meetings, the following steps are recommended in order to achieve an effective negotiation outcome so long as both sides are working toward a win-win outcome:
- Briefly engage in small talk and take an interest in the other party
- Share your objective with the other side and listen carefully to their objectives
- Once the issues are on the table, express areas of disagreement or conflict, remembering that conflict is a natural part of the negotiation process and should not be avoided. Work to resolve the 'need' items in conflict first, then work on the less important issues.
- Be open to compromise and continually reassess your three-category list along with trying to provide solutions to areas of conflict.
- Upon mutual agreement (the ultimate goal of a negotiation meeting), place the agreed-upon terms in writing in the form of a contract.
Unfortunately, you may encounter some people who will attempt to win at all costs – in which case doing your homework, encouraging an open and honest approach and acknowledging their resistance may be the best means of dealing with a difficult situation. The ability to effectively negotiate is useful in most workplaces and therefore a valuable skill for employees in general.
Workplace solutions and adjustments
For people who have trouble developing and expressing their thoughts clearly for successful negotiating, aids such as graphic organisers can assist them to organise and express their thoughts without having to use complex language or sentences:
Employees can also seek support from job coaching services and mentors with negotiating. If a person feels that they are not able to negotiate well with another person and that their ideas are not being respected, they can seek support from a third party or person who is independent such as a mediator:
(Sattler & Doniek 1997; Johnson & Lamb 2007; Tharrett &Peterson 2006)
References
Sattler, T. P. & Doniek, C.A. 1997, Negotiating for a Win-Win Outcome, Fitness Management Magazine, online, viewed 17 July 2009, <http://fitnessmanagement.com/articles/article.aspx?articleid=341&zoneid=26>.
Johnson, L. & Lamb, A. 2007, Learning Resources: Graphic Organisers, eduScapes, viewed 17 July 2009, <http://eduscapes.com/tap/topic73.htm>.
Tharrett, S. & Peterson, J. A. 2006, The Art of the Deal, Fitness Management Magazine, Online, viewed17 July 2009, http://fitnessmanagement.com/articles/article.aspx?articleid=1847&zoneid=26.