Negotiation.

Negotiation.

1. Definition.

   • "Negotiating is doing business, that is, trading and haggling. This means that each wants what the other has, but obviously, at the lowest possible price. It also presupposes a satisfaction (getting what you want) and a dissatisfaction (giving what you have) at the same time. On the other hand, it is only negotiated when each wants to obtain something at the expense of the other, which is a trap: the one that is feared, and in which it is wanted to make the other fall. " (Desaunay, 1984)
   • "Negotiation is a process and technique by which two or more parties build an agreement. The parties begin by discussing the subject in which they have interests, which generates among them varied feelings. The motives that attend each negotiator generate in them behaviors that, often, are expressed in verbal proposals. This exchange makes the parties develop an intense desire to control the issue that concerns them. " (Monsalve, 1988)
   • "Negotiation is a process whereby two or more parties - who have both common and opposing interests - exchange information over a period of time, with a view to reaching agreement on their future relations." (Villalba, 1989)

2. Process.

   • 1. Preparation and planning.
     • - Get necessary facts - Prepare an agenda. - Anticipate and prooritize issues - Create alternatives - Establish BATNA
   • 2. Discussing.
     • - Assertively state your position - Probe for facts, issues and interests behind the other side´s position - Read body lenguage - Move beyond positional negotiating - Negotiate hard on issues and soft on people
   • 3. Proposing.
     • - Be creative when in conflict - Advance tentative proposals - Acquire power - Stay open to new ideas and possibilities.
   • 4. Barganing
     • - Apply the four principles - Neutralize tactics if necessary - Proceed with if I Then - Summarize - Get to “yes”

3. Characteristics of a good negotiator.

   • He likes to negotiate.
   • Enthusiastic.
   • Great Communicator.
   • Persuasive.
   • Professional.
   • Resolutive.

4. Fact culrues.

   • - Minimise the chit-chat. - Plan meetings thoroughly in advance. - Expect you to have done your homework. - Want some kind of results at the end of the meeting.

5. People cultures.

   • - Don´t like to be rushed. - Tend to discuss topics in a fairly random order. - Make quick, instinctive decisions as they go along. - Keep introducing new elements into negotiation.

6. Trust cultures.

   • - Tend to respond badly to the “hard sell” - Are good listeners who spect to be listened. - Reveal their interests subtly. - Are notoriously slow decision-makers.

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