Negotiation : Basic overview of the Negotiation Process


Weather it is with an employer, family member or business, we all negotiate for things each day like higher salary, better service or solving a dispute with a coworker or family member, here are some negotiation skills, techniques and strategies to help you handle these situations more effectively.

Negotiation is the process of searching for an agreement that satisfies various parties. An agreement may be reached either through a barter or through real negotiation. A barter allows only one party – that party in a position of power to win; the other party is forced to accept something of lesser value. A real negotiation implies a win-win situation, in which all parties are satisfied. A professional has to deal with prospective customers, suppliers, service providers etc. and each deal calls for smart negotiation. For a negotiation to end in a positive manner it must be a win-win situation for all parties. One should expect to receive a contract that delivers everything one is looking for in terms of product, price, service and comfort level.


The negotiation process

Seven important steps are identified in the process of negotiation from start to the completion of the process. At every level careful planning and execution is required to make negotiations successful. These seven steps of the negotiation process are

  1. Preparing
  2. Arguing
  3. Signaling
  4. Proposing
  5. Packaging
  6. Bargaining
  7. Closing and agreeing


A negotiation is an unpredictable path- one will come across unforeseen and unanticipated situations. Hence one needs to be well prepared.

It is useful to create checklist for preparation as some items will need to be considered before the negotiation, some during the negotiation, some both before and during and they should all be reviewed during adjournments.

What are bridging factors that would make an agreement possible?


Arguing -The aim of this process is to forcefully inform the other party of the logic and strength of ones stand. Often negotiations tend to fail at this stage because the two parties end up getting hostile when the opponents start at a diametrically opposite positions





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