Negotiation methods are designed to resolve the conflict in such a way that each side wins. At the same time, mutually beneficial conditions are created, a constructive dialogue is being established, everyone can speak. In negotiations, accept to state your desires, opinions, expectations, doubts and receive feedback. This contributes to the emergence of options for solving the problem, acceptable to both parties.
Instructions
Step 1
Negotiations help to find common ground, stop treating the interlocutor as an enemy. There are two models of the negotiation process: compromise and integrative. In the first case, the convergence of interests occurs through mutual concessions. In the second, a solution is sought on a mutually beneficial basis.
Step 2
At the first stage of the negotiation process, the information necessary for understanding the problem is collected. On the second, the parties establish contact, creating an atmosphere of mutual trust and security. They exchange information, state their vision and solutions. Further, each proposed option is considered, taking into account the interests of both parties. At the last stage, they come to an agreement, discuss it and clarify the details. If the parties do not come to an agreement, a second meeting is scheduled.
Step 3
There are several styles of negotiation. A tough style implies the participant's desire to realize purely his own interests, ignoring the arguments of the opponent, putting pressure on him. Avoidant style is expressed by the desire to avoid solving the problem, the party avoids interaction and recognizes the problem as insignificant. The inferior style is adaptation to the opponent's position. Most often they give in if it is important to maintain further relations or want to get away from the decision. Trading style - the party is ready to yield and is waiting for concessions in return.
Step 4
Bargaining in negotiations is a common tactic, it helps to strengthen trust, shows the absence of belligerent sentiments. Usually, one of the parties is the first to declare its intention to take a number of initiatives, pushing the opponent to similar behavior. If the opponent remains firmly on his own, bargaining will become impossible. There is also a cooperative negotiation style, in which they equally care about the satisfaction of their own and others' interests. This style is the opposite of bargaining, it requires not compromise, but unification.
Step 5
There are several rules to follow for successful negotiations. Do not get personal, discuss the problem, not each other. Focus on the interests of the parties rather than positions. The same interest may be hidden behind different positions. It is necessary to invent mutually beneficial options and use objective criteria for evaluating proposals. For this, it is recommended to clarify the criteria before the start of negotiations: norms, professional traditions, expert judgment, laws.
