What is negotiation?

The negotiation is a structured communication process in which two or more parties with partially divergent interests, needs or objectives seek to reach a mutually acceptable agreement.

Simple definition:

Negotiation is the art and science of’obtain something from others in exchange for what one is willing to give them, within a framework of dialogue and seeking agreement.

Key elements of negotiation:

• At least two parties involved.

• Conflicting or complementary interests.

• An agreement objective or compromise.

• An interactive process : there is an exchange of arguments, proposals and objections.

• A strategic component and cognitive and behavioural psychology: you have to persuade, influence, make concessions or refuse them.

Concrete examples:

• One employee negotiates a pay rise with his manager.

• One shopkeeper negotiates the price of a batch of products with a supplier.

• Two country negotiate a commercial or diplomatic treaty.

• One couple negotiates the division of domestic tasks.

Main types of negotiation:

• 1. Distributive bargaining (or competitive)

  Objective : to distribute a limited resource (money, time, power, etc.).
  Logic : winner-loser — what one gains, the other loses.

• 2. Integrative negotiation (or cooperative)

  Objective : reach an agreement mutually beneficial, often creating value.
  Logic : win-win — both parties can benefit.

• 3. Team negotiation

  Objective : one or more parties are represented by teams.
  Issues : internal coordination, distribution of roles, consistency of discourse.

• 4. Multi-party negotiation (or multilateral)

  Objective : agreement between more than two parts.
  Examples : international treaties, public projects involving multiple stakeholders.

Key negotiation skills:

• Strategic preparation

• Cognitive and behavioural psychology

• Active listening

• Tactical empathy

• Effective argumentation

• Managing emotions and stress

• Ability to close deals

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