Negotiation is a skill completely different from the skill of dialogue

Negotiation is a skill completely different from the skill of dialogue, because it assumes the existence of a discrepancy that one of the two parties seeks to resolve in its favor in the face of the other party. Negotiation is often present in our daily lives about matters of varying importance, but this skill becomes one of the basic keys to success in professional life and in business. Mastering negotiation means achieving the desired gain, and stumbling in it is a slippery slope that leads to retreat and loss.

What are the ingredients of a good negotiation? What are the techniques for developing this skill so that the negotiator can achieve the best results?

Negotiations may be of an integrative type, as it concerns multiple issues and parties, which requires “building bridges” to reach a common melting pot, and then to a solution that takes into account the interests of the parties that may seem contradictory at first glance, through mutual concessions. The negotiation may be limited to one topic, such as the request for a salary increase, where the negotiation takes place between two parties (the employee and the employer or his representative). In all cases, we must not give the other party or parties information that weakens our negotiating position, and instead seek to elicit information from the other party that will help us strengthen our position.

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As for how that is? The lecturer says that the ideal handling of disclosure or withholding of information will be evident through the skills of readiness and listening, which will be detailed later.

Negotiation stages

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Exchange of information

Bargaining

- Closing the deal

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In each of the three phases, as many of the following five negotiation skills as possible must be practiced: 1) good speaking 2) good listening 3) showing self-confidence 4) being patient 5) respecting the other party.

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On the skill of listening

Letting the other party speak without interruption in order to avoid creating an atmosphere of sterile argument and tension.

Leaving the other party to elaborate on the conversation so as to reveal, intentionally or unintentionally, information that may benefit the other party. Rather, the intelligent listener may deduce a piece of information through the speaker's attempt to hide it.

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