Artykuły dot. negocjacji

Goals in negotiations

lipiec 31, 2015 - Artykuły dot. negocjacji

Negotiator / Knowledge base / Goals in negotiations

Goals in negotiations

The past three decades have brought about drastic changes in negotiations. They happened as a result of the market situation – the change of forces between supply and demand. Several years back when there was a surplus of demand, people often made agreements based on the circumstances. Currently, as the supply is in excess and sides have more possible options do choose from, negotiation require more consciousness of our needs, goals and interests. It used to be common to have single-shot negotiations, during which the maximization of profit was a goal in itself. Nowadays trends are dictating negotiations based on trust and cooperation. This is due to the surplus of supply over demand and a conviction that there is enough resources in the world to go around. In terms of the above context we can take a look at what goals business negotiations have. The prime goal of negotiation is to change the reality – ours as well as other sides’. The assumption is that by cooperating we can inflict stronger change which will have good results for all sides, rather than if we worked alone (apart from the level of dependency between sides). As long as sides are aptly chosen, this is a fact. Another basic goal is building trust and relationships. Thanks to this, possibilities which result in collaboration will be accessible for us in the long term and it is probable that new ones will arise. We have a time of negotiations based on relationship and cooperation. The challenge which appears is to negotiate a satisfying agreement while simultaneously building a strong relation with our partner. Simultaneously means making both things true. Those who have the capacity to practice such an approach achieve more because not only do they get what they need, but also establish a coalition which leads to access to new people, experience, ideas and knowledge that can give an unexpected twist to your future actions. The practice of negotiations based on relations and cooperation requires a different set of competencies that single-shot negotiations. A major role is played by skills such as communication, broad vision, emotional intelligence and convincement in good faith. Establishing relationships is easier when we show curiosity in other people and have a tactful sense of humor. All other goals are set by us in respect to our situation and based on the information we hold. During the process it is important to remember about clearly answering two questions: ‘which of my interests will I realize by means of this goal?’ and ‘which of my needs does this interest satisfy?’. If we can answer the above question in for ourselves in a convincing way, it means the direction in which we are heading with our goals should be consistent with our true needs rather than emotionally biased.   NEGOTIATION ESSENTIALS What are negotiations? Key phrases in negotiations. The basic of basics in negotiations. Principles of negotiations. Goals in business negotiations. Stages of negotiations. The process of business negotiations. Trust in negotiations.