The Art Of Negotiation

The Negotiation according to Wikipedia “is the dialogue between two or more people intended to reach an understanding, resolve point of difference or gain advantage in outcome of dialogue, to producean agreement upon courses of action…” I agree with Roger Fisher and his concept of negotiation as a “delicate art”; in my opinion it is more than a dialogue or a simply process that has to bedeveloped, learned and experienced. Seen as an art, it is important to take in to account that THE Negotiation must have the capacity to transform the point of view of the audience (in this case the otherpart).

Consider this for example, you are visiting an Art Gallery just for commitment, you don´t know nothing about the Artist and you are not really interested in knowing anything about him.Suddenly, striding through the gallery, you see a painting that makes you remember a good feeling or experience of your life. This painting makes you go deep inside your emotions and identify yourself withthe painter or just mainly with plastic arts. From the moment you become interested in this type of art, it was something that you would have never imagined in your life.

In business environment,the same things could happen through the Art of Negotiation. In my opinion a good Negotiator is the one who could transport the other part to a new perspective and achieve that the other part findthe need presented as an own need that haven’t been identified before. The previous, taking in count that the Negotiator presents the idea without attempting the context of the other part.

Butnegotiation is not only characterized by persuasion, if the need presented doesn’t have enough arguments and a clear focus to support it, the negotiation is empty. The same occur if the need doesn’t show acreative initiative or a new idea that had never been presented by anyone. Other important thing that Negotiator cannot forget is the communication; a good negotiator is recognized for having the...