International Negotiations

Chapter 6 INTERNATIONAL NEGOTIATIONS

6.1 CONCEPT OF NEGOTIATION

Negotiation is the act of searching for understanding between two or more parties based on exposed interests (or adjacent).It combines elements of apparent coincidence with possible equal solutions acceptable for the people involved. It supposes a commitment to accomplish the established agreements.

Negotiation is atwo-way communication to reach an agreement when you and the other party have interests in common. No negotiation strategy is efficient without the will of the parts to reach an agreement.

6.2CHARACTERISTICS OF A NEGOTIATION

• It is a dynamic communication process which can be verbal or non verbal.

• Communication improves the possibility to establish confidence between bothparts.

• In every negotiation we must carefully evaluate what it means to win or loose.

• Confidence can be built slowly but can be lost quickly.

6.3 MOST COMMON MISINTERPRETATIONS ABOUTNEGOTIATIONS

• A negotiation table is a battlefield.
• Demonstrating disagreement is being annoying.
• Understanding the other person’s point of view is equal to admitting it.• To trust it is necessary to be naive.
• Maintaining a dialogue supposes approving the conduct.
• To be honest means to be pure.
• Changing attitude means to retreat.
• To makea person agree we must put him on his knees.

An Efficient Negotiation is a procedure in which the parties agree to an exchange through a communicational process. The success of a negotiationdepends on the objectives, the strategy, and the plan to get there. A good negotiator must “interpret” the interests of the other part while having his own priorities well defined.

CLASSWORK: Thinkof a negotiation that went bad. What would you
have done instead?

6.4 5 P’S TO SUCCEED IN A NEGOTIATION

Planning
Previously
Prevents
Poor
Proposals

6.5...