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When I say the word negotiation different things might come to mind for you so it's important to start

by defining negotiation formally we each have our own informal definitions of the word and some of
them might be amusing some of them for you might be in fact even concerning or terrifying for me
negotiation is a process of shared decision making that means it's situations in which you can't make a
decision on your own you need to buy in and consensus of others so it's shared decision making decision
making with other people under some very special conditions, conditions of uncertainty and conditions
of real or potential conflict uncertainty about what you might ask well uncertainty about what the other
parties might do what their intentions are whether they'll be true to their word whether they can
actually implement any commitments they make to you we also have in negotiation uncertainties about
the good faith or bad faith intentions of other parties and other parties will have similar uncertainty
about you since negotiations happened when there are differences between parties there is the
possibility that there is underlying conflict of social inter person interpersonal or political nature so that
can also be a part of the definition the parties may have a bad history with each other they may miss
trust each other from past experiences or Or may have conscious and unconscious biases against each
other that frankly color their ability to sit down and talk frankly and candidly and resolve problems
together because negotiations in the end I really about problem solving with others there an
opportunity for us to exert our leadership ability in situations in which we may not have the authority to
command or to make something happen but we need to persuade others to come along and do
something with us negotiations are also frequently about both substance though the what we're talking
about but also about process how we're talking about it and process is how we get to the substance
processes about how we attain the outcome that we're looking for substance refers to the subject
matter that's on the table negotiations between 2 people who know each other really well who are
friends business partners those are very different negotiations when you have multiple parties who may
or may not know each other who may be sworn enemies with a long history of hatred bad memories of
each other and those contexts really color what happens at the table and make, make the process very
differently they affect the attitudes and actions of the negotiators an those attitudes and actions have
an impact on the outcome adapting our skills for the different context of negotiation is really an
important part of knowing how to do negotiation better so negotiation is really an important skill for
people who have leadership responsibilities in their organizations because this is about how you
motivate others to do things is how you get others to buy into your decisions when you cannot make
people just do what you want it's about creating shared consensus around the decision that needs to be
made

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