What is Negotiation Negotiation consists of communication between parties[1] which essentially entails the exchange of information[2]. The aim of this dialogue is to resolve a dispute and can consist of different styles and techniques to that end. The Phases of Negotiation Negotiation typically consists of two different phases; (1) the creation of mutually beneficial options and then; (2) the distribution
Negotiation can consist of different phases, especially when there are complex issues at stake. The initial stage may consist of building trust, exploring each other’s interests and enlarging the pie. You may then pass to the distributive phase of negotiation. This involves the exchange of offers, counter-offers and motives. It is what indicates preferences and creates the zone of agreement.
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Conflict is often defined as a divergence or a perceived divergence of interests, ideas and/ or resources. When you are in competition with somebody over a resource and you believe that only one of you can have it, this is when conflict arises. That resource can be anything – power, money, assets, love, affection, recognition. The list is endless. The
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Negotiators use a wide range of techniques and styles because different factors will determine what they need to do to reach a negotiated settlement. As a negotiator, you may have to think carefully about the type of style you will adopt since every negotiation is unique. What is Negotiation? It’s a dialogue between different parties in which relevant information is
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