NEGOTIATION - Direct discussion between the parties

Parties in conflict often break off communication without understanding the details of the disagreement. They may reject important information from the other parties. Negotiation allows them the opportunity to exchange information in an informal setting and to consider their options without resorting to litigation.

What is negotiation? — A negotiation is a conference between parties intended to produce an agreement of perceived or actual differences. The participants voluntarily meet to address their needs and interests, to exchange resources, and to resolve issues.

DESIGN FOR SUCCESSFUL NEGOTIATION:

Prepare for negotiation - A critical factor in successful negotiation is preparation. Each party needs to select the right participants whose interest is not "winning" but resolving the disagreement. Understanding the background, potential risks, and acceptable outcomes is essential.

Leave emotions at the doorstep - Many disputants are so acrimonious that they do not communicate effectively, adopting adversarial positions without understanding the consequences. Negotiation gives them an opportunity to listen to other perspectives. In defusing anger, there is a greater likelihood of resolving the underlying concerns.

Look at interests rather than positions - After listening to all sides, the parties determine an outcome that all can accept. Negotiation allows them to exchange documents, listen to opposing views, and consider the acceptable solutions.

Be willing to shoulder some responsibility - The most difficult concept in negotiation is that most disputes involve shared involvement. Agreement is most likely when the parties accept their legitimate share of responsibility.

Don't give up - Even with all the right ingredients, negotiation may not initially resolve a disagreement. Parties need time to consider new information or to save face. It is important to continue to explore solutions. Even if subsequent efforts prove unsuccessful, it is important to preserve any progress without burning bridges. Other alternative methods may provide the breakthrough to agreement.

ENHANCING THE POTENTIAL OF NEGOTIATION:

When companies or groups become comfortable negotiating their disagreements, they may want to extend negotiation skills to others:

Train personnel — Parties unfamiliar with current negotiation concepts will benefit from training. They will learn:

•  interest-based negotiation and listening skills;

•  preparation and presentation steps for favorable results;

•  important skills for negotiating with difficult personalities.

Track disagreements — Organizations that encounter disagreement frequently will benefit from careful pursuit of emerging problems. By following the course of each dispute, a group can evaluate and strategize the most appropriate response for each.

Adopt Step Negotiation - Another effective negotiation strategy is to elevate a dispute to a higher level within the management team. Senior management often carries a different perspective without the emotional attachment, allowing them to focus on the best interests of the organization.