Negotiation

Definition and Concept

Independent University of Bangladesh

10 June 2019

Md. Touhid Hossain

 Ways to Resolve Conflicts
• There are different ways to resolve
conflicts, negotiation is one of such ways;
• Negotiation is one of the most commonly
used mechanism to resolve a conflict
peacefully;
• Even when other means of resolving a
conflict are used, a process of negotiation
is often resorted to at some stage
 Definition
• The transaction of business between nations;
the mutual intercourse of governments by
diplomatic agents, in making treaties,
composing differences etc.
– Webster 1913 Dictionary

• A discussion intended to produce an

agreement
» Wordnet Dictionary
 Definition(Cont.)
• To confer or discuss with another with a view
toward reaching agreement where some
interests may be shared and some may be
opposed
• An interactive communication process that may
be used whenever one person wants something
from another and seeks their cooperation in
obtaining it
• Haggling or bargaining over limited resources
• A useful way to resolve a problem or conflict
» Jessica Notini
 Definition (cont.)
• “A process of combining conflicting positions
into a common position, under a decision rule
of unanimity” (Kissinger, 1969).
• Theorists have also portrayed negotiations as
events of diplomatic artistry, mechanical
reflections of relative power, weighted
interactions between personality types or
rational decision-making processes.
 Definition(Cont.)
• Negotiations are a vehicle of communication
and stakeholder management. As such, they
can play a vital role in assisting policy-makers
to obtain a better grasp of the complex issues,
factors and human dynamics behind
important policy issues
» FAO, Policy Learning Programme
 Definition (cont.)
• Negotiation is one of the most common
approaches used to make decisions and
manage disputes;
• Negotiation is the principal way that people
redefine an old relationship that is not
working to their satisfaction or establish a
new relationship where none existed before;
» Christopher W. Moore. Ph.D
 Summing up the Definitions
• While definitions may vary, theorists do accept
certain basic tenets of negotiation .
– The assumption that parties who negotiate share
a belief that their respective purposes will be
better served by entering into negotiation with the
other party.
– Implicitly the parties have come to the conclusion,
that they may be able to satisfy their individual
goals or concerns more favourably by coming to
an agreed upon solution with the other side, than
by attempting to meet their goals or concerns
unilaterally.
 Summing up the Definitions
• It is this mutual perception that leads to the
onset of negotiations and reveals the
dependence that exists (to whatever degree)
between negotiating parties.
• This is the starting point for the “common
interest and mutual dependence that can exist
between participants in a conflict” with which the
negotiation is concerned
(Schelling, T. C., 1960. The Strategy of Conflict, Harvard University Press, Cambridge, MA, USA)
 Conditions for Negotiation
• Identifiable parties willing to Negotiate
• Interdependence of parties
• Parties’ readiness to negotiate
• Means of influence or leverage
• Agreement on some issues and interests
• Will to settle issue at stake
• Unpredictability of other means
• Sense of urgency or deadline
Conditions for Negotiations (cont.)
• No major psychological barrier to
settlement
• Issues must be negotiable
• Negotiators must have authority to decide
• Outcome must be reasonable and
implementable
• Favourable external factors
• Resources to negotiate
Why parties Choose to negotiate
• Solve a problem
• Make a substantive gain
• Bring desired change in a relationship
• Mobilize public support
• Obtain information from other parties
• Test the strength of other parties
 Negotiate also to ---
• Buy time
• Ventilate emotions
• Educate others about particular view
of an issue or concern
• Change perceptions
• Gain recognition of issues or parties
 Why parties refuse to negotiate
• Negotiating confers legitimacy to an
adversary
• Fearful of being perceived as weak
• Discussions are premature
• Meeting could provide false hope
• Meeting could increase visibility of the
dispute
• Negotiating could intensify the dispute
 Why refuse to negotiate (cont.)
• Parties lack confidence in the process
• Authoritative powers are unavailable or
reluctant to meet
• Meeting is too time consuming
• Parties need more time to prepare
• Parties want to avoid locking themselves
into a position
 Approaches to Negotiations
• Distributive approach, sees the goal of
negotiations as an effort to claim one’s
share over a “fixed amount of pie”,
• Integrative approach frames negotiations
as interactions with win-win potential.
Integrative theories and strategies look for
ways of creating value, or “expanding the
pie,” so that there is more to share
between parties as a result of negotiation.
 Who is a Good Negotiator?
• A good negotiator is someone with:
– Awareness of and ability to apply
negotiation principles
– Understanding of the negotiation process
– Having critical communication skills
– A good listening skill
– Ability to analyse available information
Thank you all