Negotiation is a technique to bridge the gap of indifference between two oppositely thinking parties or people in order to arrive at a conclusion to best satisfy the needs and demands. Negotiation is a complex process and needs careful guidance of a third party who listens the course of conversations and accordingly directs the flow of negotiation process. Often people in organizations are given certain negotiation training in order to handle their day to day business transactions effectively and with no ease. Negotiation is a sensitive and a powerful tool that can end everlasting dispute or enmity by arriving at a mutually satisfying decision. Some people know how to do it but majority hardly knows and thus are guided by emotion and temptation rather than by logic and results in loss without any mutual benefit.
Negotiation training aims at understanding the other party from a close range and ultimately trying to understand what favours him the most and thereby guiding the conclusion to follow that path. Negotiation process usually happens in two forms like the distributive and the integrative one. In the distributive mode one of the two parties involved in the negotiation declares something that is meant to cause discomfort to the other party and thus it is never been a success according to the objective of a successful negotiation. The integrative method of negotiation is concerned about the interest of both the parties. Thus it is aimed at arriving at a more meaning and mutually agreeing decision to both the negotiating parties.
The Negotiation training has certain objectives to follow in order to prepare a negotiator to handle every odd and even of day to day work or business activity. Initially the negotiation training aims at familiarizing the techniques of negotiation in work place and also bestow with the application knowledge in work place. Secondly there must be certain skill building process to recognize opponent party and thereby identifying their interests. Defining one’s negotiation approach is extremely important and that too should be done after studying the opponent and thereby extracting the best negotiation way out of the knowledge database.
There is a common saying that practice makes a man perfect and the same ideology need to be followed in the negotiation process. Involve in more negotiation processes and derive knowledge and experience out of it to face the future complexities. Sometimes people entered into negotiation face the problem of emotional attack and guided by temptation. Thus often this advantage is taken by the other party to settle any business transaction at a cheap rate. It ultimately results in loss of one’s profit out of business. Hence a negotiator must be trained in a way to identify the bottom line first and accordingly control the negotiation process to best satisfy the needs. It also guides to disengage from any business transaction that ultimately results in a loss. Close interviewing opponent is also a means to enter into a successful negotiation as it helps to form a mirror image of a person’s inner self.
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