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Concept Negotiation

Definition of Negotiation
Definition of Negotiation
Negotiation can be defined as getting everything you want at the lowest possible cost while leaving the other side reasonably intact and positive until they negotiate with you again.
It can be made clear that the best negotiation situations are those that guarantee a win for both sides, and this is rare. Good negotiators focus on the goal and basic interests of both sides, with ethical principles and fairness.

What are the types of negotiations?

There are several forms of negotiations, and we can summarize them as follows:
  1. Win-win for both sides: Visualizing your ideal outcome helps you focus on what you intend to achieve or achieve during the negotiation.
  2. Win - lose: One side wins at the expense of the other.
  3. Compromise: An agreement is reached in that each party makes concessions.

What are the methods of negotiation?

When you enter into a negotiation with any person or institution, you must think about your personality and the level of comfort that you have after reaching the final result of the negotiation, and the negotiation methods are as follows:
  1. Competition: an aggressive style.
  2. Concessions to perpetuate relations between the two parties.
  3. Bargaining: to find common points.
  4. Collaboration: through brainstorming between negotiators to gather ideas for solutions.

How do you develop your negotiation skill?

To find out how to develop negotiation skills, you must know your position on negotiation. Are you not a good negotiator, or a skilled negotiator? Or are you overly negotiating?
Hence, we see that there are types of negotiators:
1- A bad negotiator is someone who:
• Never make a good deal.
May use ineffective tactics - May have to give up too much to get an agreement.
• Difficulty dealing with points that are not negotiable.
• He may hold back because he is afraid of taking tough positions.
• A poor listener.
May not seek to find common ground.
• It is not polite.
2- A skilled negotiator is someone who:
• Can negotiate skillfully in difficult situations with both internal and external groups.
It can settle disputes with minimal noise.
• He can win concessions without hurting relationships.
• Direct and diplomatic.
• Quickly gain the confidence of the other parties in the negotiations.
3- An excessive negotiator is someone who:
• People may be left untouched after the negotiation process.
• May trample people's feelings.
• He always wants to win.
• He may stick to his position for a long time.
• He may become over-adapted and hesitate to walk away.
• It can take a long time to decide.
We find that there are several reasons for not possessing the skill of negotiation, the most important of which are the following points:
  1. You cannot stand the heat of debate.
  2. Too condescending or soft.
  3. Giving too much too early.
  4. He must win every fight.
  5. He has a hard time coming to fair deals.
  6. Tense about negotiating.
  7. Not a good bargain.
  8. Poor interpersonal skills.

How to overcome weaknesses in the negotiation process and develop negotiation skills?

  1. The familiarity between the two teams must increase and set limits for negotiation. You can start slowly to get to know the other party or start with a short conversation that has nothing to do with the negotiation topic or give everyone time to settle down and rest.
  2. Avoid inertia early on, as we learned in physics, every action has an equal and opposite reaction, so if your statements are strong in the beginning, you will get an equal reaction and cause bad faith. Try to look for information that conflicts with your attitudes and adjust your situation and desires.
  3. Reducing the size of the negotiation, by making the negotiations as small as possible, and he stated that you would first like to know if there are any points that the two sides can agree on in principle.
  4. Questions in negotiations are win-win, so the more information you have about your other side, the more you have to work with him, what can you learn about what they know before entering? What will they do if they don't reach an agreement with you? In negotiation, ask more clarifying questions and make fewer statements.
  5. Dealing with the heat of negotiation, negotiations are not always friendly as they often generate heat and there are attacks and defense, so try to deal honestly with the toughest critics first, and avoid direct blame; Describe the dilemmas and possible solutions.
  6. Maintaining your calm, sometimes our emotional reactions lead others to believe that we are weak and have problems in difficult situations and thus let others express their frustration but do not interact, return to the facts and the main problem and stay away from personal clashes.
  7. Small victories, try to figure out ways to keep the other side intact. When they have to report to their boss, what can they say they got? Allow others to save face; So compromise on small points, and you must store your bigger concessions until the very end.
  8. The dead-end, if you cannot agree on everything, document the things that both have been able to agree on, and identify all remaining issues. Check if you can agree on at least the process - design and agree on a specific time, specific follow-up steps. This creates some movement and breaks the deadlock.
  9. Arbitration, when there is a real stalemate, proposes an equal third authority acceptable to both parties, to assist in resolving the remaining disputes. Use a third party to write down each side's interests and continue to suggest compromises until you can agree.
  10. Cut the line, the most confident and focused negotiators are those who feel comfortable if needed. Think about it beforehand. Can you afford to leave temporarily or permanently? How can you compensate? do you have time? Can you get what you need in another way? Be prepared to cut the line and leave the negotiation.
  11. Finalizing the deal, you can also propose a post-agreement agreement, which means that you agree to look for a better agreement, although you are still bound by the first agreement if a better agreement cannot be reached. Sometimes you can barter time for a price, or add an issue to make it better.
In the end, we would like to clarify that the skill of negotiation falls under the skills of persuasion, so it requires you to develop other skills in order to be a good negotiator, such as logical thinking and how to make decisions.
باحث اقتصادي هدفي إنشاء موسوعة عن الدول العربية توضح جوانب القوة في كل دولة، واتمني أن يأتي اليوم الذي يتحد فيه العرب لتعم الفائدة علي كل الشعوب.


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