How Negotiation works?
A negotiation process begins with a communication or signal from one party to the other indicating a willingness to bargain. Below is a summary of the main steps and processes that take place in a negotiation.
1. Initial assessment:
- Authority/Mandate to negotiate and reach an agreement or settlement
- Willingness to negotiate
- Credibility of other party
- Ability to negotiate equitably
- Alternatives to negotiation
2. Contact with the other party to arrange/confirm:
- Agenda
- A neutral location
- Timetable
- Participating parties
- Public/Confidential nature
- Official Languages
- Support services required
3. Preparation of a strategy and interest assessment:
- Study the issues
- Harmonize/reconcile competing interests within the team
- Assess the Best Alternative to a Negotiated Agreement for all parties
- Assign roles for team members
- Create options for mutual gain - “win-win” situation
- Consult relevant statutes and relevant policy directives, as applicable
4. Pointers for a negotiation:
- Concentrate on interests, not positions
- Separate the people from the problem
- Listen carefully and actively
- Respect the other party
- Create and propose options for mutual benefit (“win-win”)
- Use objective standards
- Assess progress in light of one's Best Alternative to a Negotiated Agreement
- Caucus if necessary
- Anticipate and avoid responding to provocative tactics
- Communicate frequently with the client
- Remain within the limits of the negotiating mandate