NadTalk

Negotiations and conflicts are two sides of the same coins and they go hand in hand. We negotiate whenever there is conflict or difference in interests. So, negotiation is a situation that takes place between two or more parties, which means discussing options to reach an agreement that are acceptable to both parties.  It is a planned and not a random situation to discuss matters of mutual interest, therefore, one must be clear about ones goals and targets prior to entering into the negotiations.  You must be aware of as to what you wish to achieve at the end of the day. It is not possible to win whatever you want so you must prepare what you are ready to give up. Of course, you will give up what is least important to you.

Another point that is important for negotiators is that they must outline alternatives or options they have if they unable to convert the counterparts at the table of negotiations. Similarly, you must be, to some extent, aware of the options and alternatives your counterpart could have. Both the points will provide you with an opportunity to view the strengths and weaknesses of your position.

While at the stage of preparation, assemble and present the information and facts in a way which creates the strongest impact on your counterpart. Information should be relevant, interesting and directly addressing the matter under discussion.

Rigidity is a killer for negotiations. Similarly, you should not impulsive either. Don’t reach the conclusion so quickly that you will repent in the future. It is important that you are ready to cooperate and offer concessions during negotiation.  It is important to go into the shoes of your opponent in order to understand his limitations and constraints. If negotiations appear to be failing, the best way to check your positions is to take a pause so that both the parties can evaluate the consequences of failure. Taking a pause or ‘sleep over on something’ does not mean that you have got the right to take your offers back or start discussing all over again on the issues which both of you have already agreed upon. If you do so, you will lose your integrity and trust.

It is indeed good to win negotiations but one should not try to cross the borderline of ethics. One should not be winning negotiations by dishonesty. You must treat your counterpart as you wish to be treated by others. Even if you are in a situation where you have the upper hand, do not try to destroy or completely or reject all points of your counterpart. If negotiations fail, avoid telling the reasons of failure in such a way that it does not distort the facts or/and humiliate the opposition. If you distort the facts or humiliate your opposition, it can fire back at you in the future. As mentioned above, once you have offered something, you have no right to take it back. Negotiation means go ahead from the situation where you both have already agreed.  The best negotiated outcomes are where parties depart from each others with the feeling of win-win situation than win-lose or lose-lose situation.

Nadeem Yousaf

12 Jan 2013