In negotiations, each side has its own requirements, but is ready to make concessions and compromises. The parties are equal, they refuse to use force to resolve the conflict. There are negotiating rules and common interests agreed by both parties.
Instructions
Step 1
Each party is dependent on the other in the negotiations, so both put enough effort to find a solution. The decision made in most cases satisfies both parties. It is often informal in nature.
Step 2
Negotiations can be bilateral or multilateral, with the intervention of a third party - direct and indirect. In addition to solving the problem, negotiations perform the following functions: to obtain information about the interests and positions of each other, to improve relations, to influence public opinion. Sometimes negotiations are a cover for achieving some kind of effect.
Step 3
Negotiation is not always seen as a way to resolve a conflict; some may perceive it as a new stage in the struggle. Therefore, negotiation strategies are ambiguous: either positional bargaining, or interest-based negotiations. Positional bargaining is focused on confrontation, negotiations based on interest - on partnership.
Step 4
In positional bargaining, participants strive to satisfy only their own interests as much as possible, defend extreme positions, emphasize the categorical discrepancy of views, and often hide their true intentions. The participants' actions are directed towards each other rather than solving the problem. If a third party is involved in the negotiations, everyone tries to use it for the benefit of their interests.
Step 5
When negotiating on the basis of interests, a joint analysis of the problem takes place, a search for common interests is carried out. The parties try to use objective criteria in order to come to a reasonable agreement. Each of the participants tries to put himself in the place of the other, refuses to move from the problem to the personality of the opponent.
Step 6
If the interests of the parties are completely opposite, one of the parties is likely to resort to positional bargaining. Each side will strive to respect its own interests, some will take an active position, and some will take an opportunistic position. Negotiating in this way can lead to the breakdown of negotiations and further development of the conflict.
Step 7
Most conflicts are resolved with a focus on either mutual gain or a draw. To do this, you need to stop considering the interests of the other as opposed. The focus on win-win also requires positional bargaining, in which the parties seek a forced compromise.
Step 8
If the parties want to satisfy the interests of each as much as possible, they enter into cooperation and negotiate on the basis of interests. The achieved result must necessarily suit both. Without this, the conflict is not considered resolved.
