Negotiation… how to get what you want without conflict

NEGOTIATION is a basic meaning of getting what you want from others.

It’s a back-and-forth communication design to reach an agreement when you and the other side
have some interests that are shared and others that are opposed.
Negotiation involves two parties coming together to form an agreement.

Why negotiation is important?

 Conflict has never benefitted anyone, instead it adds to one’s tensions and anxiety. It is
better to discuss things and reach to an alternative benefitting all. Issues must not be
dragged unnecessarily and efforts must be made to come to a conclusion involving the
interests of all. No point in being adamant and rigid. One should strive hard to negotiate
with each other and consider the needs, interests and expectations of all.

 Negotiation is essential everywhere. It is not only the corporate where negotiation is

important but also in our daily life. We all must try our level best to adopt negotiation
skills to avoid misunderstandings and lead a peaceful and a stress free life.

 Negotiation is the most required when it comes to deciding the salary of an individual.
How will you feel if you are underpaid? An individual if is not paid as per his caliber will
never find his work interesting and there is no way he can be motivated. Monetary factor
is one of the most important factors to decide the performance of an individual at the
work place.

Types of negotiation
There are broadly two types of negotiation namely distributive negotiation and integrative
negotiation.

 In distributive negotiation, the parties’ area only looking for their gain. It leads to a win-
lose kind of outcome. In distributive negotiation, negotiation is carried out more as a one
time transaction, not keeping in mind any kind of long term relationship.
 While in integrative negotiation, the negotiators look for long term relationships and
they try to ensure value for both sides. It leads to a win-win outcome.

Different Attributes of a Integrative Negotiator

In integrative or collaborative negotiation (also called constructive, principled or interest-based

negotiation), the approach is to treat the relationship as an important and valuable element while
seeking an equitable and fair agreement (as opposed to always conceding in order to sustain the
relationship).
Win-win

The competitive approach to negotiation assumes a fixed pie, zero-sum, win-lose situation. In
collaborative negotiation, it is assumed that the pie can be enlarged by finding things of value to
both parties, thus creating a win-win situation where both parties can leave the table feeling that
they have gained something of value.

Fair process

As humans we have a deep need for fairness, and when this does not happen, even if we emerge
as winners from a competitive negotiation, the result is not truly satisfying. The most
comfortable result from a negotiation happens when our needs are met, including the need for
fairness.

Joint problem-solving

The collaborative approach to negotiation seeks to convert individual wants into a single
problem and to bring both parties together to work on solving this problem.

By converting individual positions and wants into separated problems, the people can be freed up
from jealous and personal attachment to their requirements so they can then take a more
objective and equitable position from which they can act in a more collaborative way.

Collaborative strategy

Being collaborative does not mean being weak and giving in. On the contrary, a collaborative
approach seeks to gain the best possible solution.

Transparency and trust

Whilst you may not give away all of your information, deceptive practices need to be curtailed if
trust is to be gained. A simple way of eliminating suspicion is to be open and transparent, giving
information before it is requested.

When the other person is competitive

The biggest dilemma occurs when the other person is acting competitively, and will try to take
advantage of your collaborative approach (possibly seeing it as a weakness).

The approach with aggressive others is to be assertive and adult rather than fall into the fight-or-
flight reaction, for example naming attempts at deception and showing your strength whilst
offering an olive branch. A critical preparation for this is to have your fall-back alternative to a
negotiated agreement ready, and to show that you are prepared to use it.

When to be careful:

 Collaboration takes time, which makes compromising a tempting alternative. Leave

yourself enough time to collaborate, and don’t be tempted to rush in order to close the
negotiations.
 Be careful not to share too much information with the other party, as this can leave you
exposed and exploited.
  You can often overcomplicate a situation by exploring too many alternative solution.
Keep your focus and keep the overall negotiation goal in mind.

Defence against other negotiation styles:

Now you know about your own negotiation style, here’s some tips on how to recognise
negotiators with other styles, and more importantly, how Collaborative Negotiating Types can
win against them.

Competitive
How to recognise How to win

Competitive negotiators are highly  Stand your ground. Making early concessions can
results-driven. They are focussed and make you seem weak to a competitive negotiator.
assertive in their communication and can  Take control of the negotiation. Competitive
negotiators like to lead, so state your authority and
become aggressive. They will have little
use strong language such as “we need” instead of
time for pleasantries and will jump “we’d like” to take control.
straight into the nitty-gritty of the  If they become irritated or aggressive, stay calm
negotiation. and focussed on your desired goal. Don’t let the
competitive attitude phase you.
 Your usual collaborative method may not work
against this style, so be prepared to adopt other
technique.

Compromising
How to recognise How to win

Compromiser negotiators do what is fair for  Your negotiation styles are similar, as you
both parties. They would rather settle with are both interested in creating a positive
less in order to satisfy the other party’s relationship with the other party. Use this to
your advantage and build relationships.
needs. Watch out, they often rush
 Take your time negotiating. The
negotiations and make large concessions. compromiser usually wants to close the deal
as quickly as possible which will work to
your advantage.
 Stick to your guns. The compromiser will
usually be the first to concede.

Avoiding
How to recognise How to win

Avoider negotiators strongly dislike conflict,  Start the negotiation as early as possible.
so will try to dodge negotiations by any means Therefore if the other party stalls the
possible. They may be seen to pass negotiation by avoiding, you should still
have time available.
responsibility on to other team members or
 Encourage the avoider to engage within
avoid the negotiation situation altogether. the idea brainstorming part of the
How to recognise How to win

negotiation. This should make them feel

included and less likely to avoid and stall
the negotiation.
 Give the other party clear and defined
mini deadlines at the beginning of the
negotiation process. This should stop the
other party stalling throughout the
negotiation process.

Accommodating
How to recognise How to win

Accommodating negotiators are friendly and  Your negotiation styles are similar, as you
interested in creating a positive dynamic for are both interested in creating a positive
the negotiation. Also keen to smooth over relationship with the other party. Use this
to your advantage and build relationships.
conflicts as quickly as possible. They are
 Be wary when the other party is highly
mainly concerned with building and accommodating. They may be luring you
preserving relationships between parties. in with false generosity, in the hope that
you feel obliged to return with a high value
concession.
 Make sure that the accommodating
negotiator isn’t giving away an
unexpectedly high concession. This could
lead to their managers rejecting the offer
later on, which leaves you back to square
one.