University of Hargeisa

Conducting Effective negotiations

The lecture started by acknowledging that negotiating is an essential skill in business and life.
The speaker acknowledged that not everyone enjoys negotiating, but it's a necessary skill to
learn. The lecture then proceeded to ask the audience about their experiences with negotiating
and what they liked or disliked about it.
What is the negotiation: the word negotiation means to confer bargain to bring about an
agreement or arrange treaty or prize by coffering
When we negation with some one we try to confer with them to reach an agreement on terms or
agreements effecting both parties
Negotiations connotes the processes of negotiating
What makes a good negotiation?
It is important to realize that good negotiating skill-building requires compromise. Both you
and the other party will have a desired outcome in mind and the ultimate result will likely fall
somewhere in between those two objectives. Strive to create a conversation that respectful and
courteous to find a resolution that can become a win-win for both
Stages of Negotiation
In order to achieve a desirable outcome, it may be useful to follow a structured approach to
negotiation. For example, in a work situation a meeting may need to be arranged in which all
parties involved can come together.

The process of negotiation includes the following stages:

1. Preparation
2. Discussion
3. Clarification of goals
4. Negotiate towards a Win-Win outcome
5. Agreement
6. Implementation of a course of action
1:Preparation: Before any negotiation takes place, a decision needs to be taken as to when and
where a meeting will take place to discuss the problem and who will attend. Setting a limited
time-scale can also be helpful to prevent the disagreement continuing.This stage involves
ensuring all the pertinent facts of the situation are known in order to clarify your own position

2:Discussion: During this stage, individuals or members of each side put forward the case as
they see it, i.e. their understanding of the situation. Key skills during this stage include
questioning, listening and clarifying.Sometimes it is helpful to take notes during the discussion
stage to record all points put forward in case there is need for further clarification. It is
extremely important to listen, as when disagreement takes place it is easy to make the mistake of
saying too much and listening too little. Each side should have an equal opportunity to present
their case.

3:Clarification of goals: From the discussion, the goals, interests and viewpoints of both sides
of the disagreement need to be clarified.
4:negotiate towards a win win outcome: This stage focuses on what is termed a 'win- win'
outcome where both sides feel they have gained something positive through the process of
negotiation and both sides feel their point of view has been taken into consideration

5:Agreement:. Agreement can be achieved once understanding of both sides’ viewpoints and
interests have been considered

6:Implementation: From the agreement, a course of action has to be implemented to carry

through the decision.

Successful negotiations

1. Prepare Yourself with Facts

Before entering into a negotiation, arm yourself with factual information. Get as much
information as you can that is relevant to the subject of negotiations. This also involves asking
yourself a series of tough questions. Why do you want to do this deal? Why does the other side
want to do it? What's in it for everyone? Then work to get information that benefits not only your
position, but theirs, as well. Having facts on your side gives you a position of strength and instills
confidence.
2. Decide What You Want to Achieve Before You Begin
Great negotiators know what they want before entering into a discussion. Better yet, they know
what they won't accept,Most, if not all successful negotiators say that they have a "walk" point.
If you aren't willing to walk away, then you're potentially setting yourself up to make a bad deal.
3. Always Search for the "Win-Win" Scenario
Too frequently, people think of a negotiation as a zero-sum game. This means that one party
wins and one loses. Successful negotiators see a negotiation as an opportunity for both sides to
win
Negotiation Techniques
Negotiation is referred to as the style of discussing things among individuals in an effort to come
to a conclusion satisfying all the parties involved. Discussions should be on an open forum for
every one to not only participate but also express their views and reach to an alternative
acceptable to all.

It is important how we negotiate with each other. One must know the difference between
negotiating and begging. Do not stoop too low to get a deal closed. Negotiation must be in a
dignified way. One has to be extremely patient and also understand the second party’s needs and
interests as well. Never impose your ideas on anyone. Let everyone speak their mind and decide
something which would favour one and all.

Let us go through some negotiation techniques in detail:

 The first and the foremost technique for an effective negotiation is one should be well
informed with everything related to the deal. Find out even the minutest detail you think
is important and you might require at the time of negotiation. Be prepared for everything.
Remember the second party might ask you anything.
 Janet wanted to purchase a new laptop. She checked out the prices of almost all the
leading brands along with their features before going to the outlet. She went well
prepared and thus managed to crack the best deal and took the best quality laptop with the
maximum possible discount.

 Take good care of your posture as well as your body movements. Look confident. While
speaking, don’t look around or play with things. It’s just a discussion, no one will kill you
if you are not able to close the deal. Don’t stammer in between or start sweating in front
of others. The second party will take undue advantage if they find you nervous. Take care
of your dressing as well. Don’t wear anything which is too casual. If you dress casually
people will not take you seriously.
 Be very focused. One should be very specific what he wants. First ask yourself what is
the purpose of this negotiation? What do you actually want? What is the affordable price
for you? Be firm and stick to it. Be very specific and clear.
 Be a patient listener. Listen to others as well. Think about their interest and needs as well.
Don’t ask for anything which would not benefit the second party. Don’t jump to
conclusions and never interfere when the other person is speaking. Listen to the other
party’s proposal as well; he might come up with something unique which you could not
even think.
 Don’t be in a hurry to close the deal. Take your time to discuss things among yourselves.
Make sure you are deciding something which would be a win win situation for all. Never
drag any discussion and make the conversation too long. Too much of pleading and
persuasion result in a big zero and no conclusion can be drawn out of it.
 Communication is also important in negotiation. Speak clearly and precisely. One should
not confuse others. Playing with words is one of the biggest threats to negotiation. Don’t
use derogatory or lewd remarks against anyone.


Informal Negotiation
There are times when there is a need to negotiate more informally. At such times, when a
difference of opinion arises, it might not be possible or appropriate to go through the stages set
out above in a formal manner.

Nevertheless, remembering the key points in the stages of formal negotiation may be very
helpful in a variety of informal situations.

In any negotiation, the following three elements are important and likely to affect the ultimate
outcome of the negotiation:

1. Attitudes
2. Knowledge
3. Interpersonal Skills
Attitudes

All negotiation is strongly influenced by underlying attitudes to the process itself, for example

attitudes to the issues and personalities involved in the particular case or attitudes linked to

personal needs for recognition.

Knowledge
The more knowledge you possess of the issues in question, the greater your participation in the
process of negotiation. In other words, good preparation is essential.

Interpersonal Skills
Good interpersonal skills are essential for effective negotiations, both in formal situations and in
less formal or one-to-one negotiations.

What are common negotiation styles?

There are different types of negotiation styles you can employ when it comes time to come to
an agreement with another party. Below are some of the common types of negotiation styles:
 Competitive: Competitive negotiation consists of getting the most for yourself at the
expense of the other party. It’s also known as being aggressive, defensive, or assertive
because you have a need to win.
 Collaborative: The collaborative style of negotiation involves creating a pleasant
working atmosphere with the other party and keeping each other’s goals in mind.
There’s a desire to strike a balance between the two of you and meet each other’s needs
in an equitable fashion.
 Accommodative: Accommodative negotiation intentionally puts you at a disadvantage
with the other party from the start of the process. You’re not seeking to win so much as
you’re looking to make an apology or give a sweetheart deal for a more balanced one in
the future.
 Avoidant: The purpose of an avoidant negotiation strategy is to avoid conflict by
ignoring the issue at hand. It’s also known as a passive-aggressive style and sometimes
happens when the other negotiator is competitive or aggressive

o Negotiate a win-Win: This stage focuses on what is termed a 'win-win' outcome where
both sides feel they have gained something positive through the process of negotiation
and both sides feel their point of view has been taken into consideration.
o A win-win outcome is usually the best result.
o Although this may not always be possible, through negotiation, it should be the ultimate
goal.
Suggestions of-alternative strategies and compromises need to be considered at this point.
o Compromises in volve give and take(Finding common grounds) for all compared to
holding to the original positions.
o This must be beneficial to all parties

Win-Win -Lose Negotiation

Win-lose negotiation
o Two or more parties are competing over a fixed value with the winner taking the larger
share
o Also known as a zero-sum or fixed-sum game (if one party gains, it is only at the expense
of the other party)

Conclusion
Inconclusion, the lecture provided valuable insights into conducting effective negotiations. It
highlighted the importance of successful negotiations and common techniques that hinder
successful negotiations. The speaker encouraged the audience to embrace their negotiation skills
and recognize that they are all expert negotiators. Summary: Practical Keys to Successful
Negotiation
This summary covers the main points discussed in a lecture on practical keys to successful
negotiation. The lecture highlights the importance of negotiating with the right person, becoming
a trusted negotiator, knowing your own BATNA, discerning between battles and wars, and
understanding what the other party wants.