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 disagreement from continuing.
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.
3. Clarifying 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
The agreement can be achieved once an understanding of both sides’ viewpoints and interests has been considered.
6. Implementing a Course of Action
From the agreement, a course of action has to be implemented to carry through the decision.
“Negotiation means getting the best of your opponent.”
-Marvin Gaye
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