A good or bad negotiation can lead to success or failure, negotiations are a communication process where two or more parties create an agreement, always seeking to obtain a benefit, however in negotiations you can not always reach a good agreement There are different negotiation methods because each negotiation is different and has particular elements.
"Each negotiation is unique by itself, and each negotiator approaches it with his own personality, equally unique" (Maubert, 1993, p. 6).
Good negotiators always have a positive attitude, they can see the conflict and evaluate it to make a decision for its purpose, the skills they use to resolve a conflict are usually empathic accompanied by active listening to be able to interact in a harmonized way with the counterpart, the ideal objective would be to obtain a shared value where the interested parties obtain the same level of benefit.
The type of agreement and effectiveness during the negotiation will depend on the skills, knowledge and experiences of the negotiator, preparing the negotiation to generate a clear strategy leads to a retrospective, to examine the current position that one has, to know the strengths and Weaknesses that exist, he evaluates the possible results of the negotiations generates an idea of the limitations that could be had, the ideal is the cooperation of both parties to obtain the best result.
Many people lose the opportunity to make a favorable negotiation because they do not know how to identify an opportunity, when trying to reach an agreement almost always one or both parties seeks that the negotiation is beneficial for all those involved, just as there are always people who inevitably end up winning or losing in the negotiation process.
In the dialogue between the negotiating parties, there may be a conflict of interest, it is not always possible to be willing to accept all its conditions, this is normal and constructive, that is why it is a negotiation.
In negotiations, the principle of give and take is basic, although for many people the word give has a negative meaning and indicates weakness. For others, it describes the receiving and giving necessary in daily life. Generally it is not possible to obtain something for nothing, a clear example is work, a person renders his services on a certain day to receive financial remuneration. The word yield means to give and / or receive concessions.
The different approaches to negotiation are based on the give to receive principle where both parties are willing to give something to get what they want in the negotiation with that plan in mind. The details that must be resolved are how much and when, depending on the nature and type of negotiation they will determine.
The three key facts involved in negotiations are the relationship of force, time, and information.
The force: The power that is had in tangible and intangible means.
Time: Time I know you have to carry out the negotiation is key and urgency can represent a weakness or disadvantage.
The information: the cost of carrying out a collection of information is reflected at this point, it is always useful to know all the parameters that could condition the negotiation.
When it comes to a domain, information is essential, planning is highly recommended as it helps to prepare the negotiation in advance and allows us to visualize the different approaches and have a possible strategy prepared. In a negotiation it is key to be empathetic and at the same time respectful with the other person since there are no enemies in the negotiation process, trust is essential for good negotiation and having the ability to adapt to the new characteristics of a certain situation is a strength that helps find solutions.
