Since time immemorial and within human evolution, the generation of conflicts has always prevailed as a result of personal or organizational interests that each person and company possesses, so conflict resolution is a necessity from the beginning.
The difficulty to be able to solve the conflicts of any environment but speaking specifically of the organization is a problem due to the lack of interest and ignorance, that is why it is necessary to know the interaction process within a business negotiation either with clients, suppliers or even with members of it.
It is necessary to understand the term of negotiation which, "is a process in which two or more people exchange ideas with the intention of modifying their relationships and reaching an agreement aimed at satisfying mutual needs." (Ávila, 2008, p. 29)
Once the negotiation term has been clarified, we can understand two important parts within the definition, on the one hand, it must be necessary for two interested parties to be involved in an interaction process in which the needs of both parties are exposed, hoping as a result to satisfy the needs of both parties. the same in a convenient way for both, so they propose:
5 steps to carry out a successful interaction process within any negotiation.
1. Contact:
During this stage, the needs of the interested parties are explored, strengths and power are analyzed, weaknesses are examined to reach an agreement and determine objectives. It is important to have prepared the negotiation and to have an idea of the potential that the interested parties can generate. To create an adequate negotiation climate it is important to have empathy and active listening, trying to exchange information normally with generalities, asking open questions
2. Approach:
In this phase we delimit and define the problem that is going to be dealt with during the negotiation, a negotiating context is established that makes it easier for us to obtain the desired solutions in order to anticipate the possible responses of the other party to obtain alternative approaches, to be more flexible and behave better. in case of unforeseen events in this step, the use of the competitive or collaborative approach that we give to the negotiation will be influenced.
3. Generation of options:
This phase is mixed with the agreement creation phase in the negotiation. To enter this phase as quickly as possible it is necessary to focus on the key elements. Negotiators skip this phase due to lack of discipline, however allocating time for this can have a positive effect on effectiveness. Competitive and collaborative strategies are increased by having in mind and managing this phase correctly, it is necessary to use creativity to generate options when negotiating this is created by observing the other party and applying active listening, too The use of exploratory questions is carried out to enhance creativity: What if? What if I agreed ah?
4. Creation of agreement:
This phase is characterized by the concretion of proposals and the management at the highest level of the competitive-collaborative tension. It is important to take into account: The interests of the parties involved Generation of options to reach an agreement that creates value for all parties involved. This phase of creation of an agreement is critical in the negotiation, as it requires managing at the highest level the inherent competitive-collaborative tension in any negotiation, it is necessary to have a great capacity for reaction and observation to be very sensitive to verbal and non-verbal signals Of the other part.
5. Closing and follow-up:
Knowing when and how to close the negotiation will be essential for the negotiation to be effective. The signals that indicate the closing of an agreement are that the concessions and exchanges have been exhausted, that the terms expire or that the dynamics have changed. It is important to summarize and specify the mutual benefits looking for the most appropriate form, whether written or verbal, to avoid risks of change, it is important not to reduce tension, pay attention, possible use of competitive tactics and have coherence in strategies.
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Prepared by: Joshua M. Amaya Palma, July 14, 2019
References:
Ávila M., F. (2008). Tactics for International Negotiation. (2nd. Ed.) Mexico DF, Mexico: Editorial Trillas, pp. 29.
