Job descriptions often
list negotiation skills as a desirable asset for job candidates, but the
ability to negotiate requires a collection of interpersonal and
communication skills used together to bring a desired result. The
circumstances of negotiation occur when two parties or groups of
individuals disagree on the solution for a problem or the goal for a
project or contract. A successful negotiation requires the two parties
to come together and hammer out an agreement that is acceptable to both.
Problem Analysis
Effective
negotiators must have the skills to analyze a problem to determine the
interests of each party in the negotiation. A detailed problem analysis
identifies the issue, the interested parties and the outcome goals. For
example, in an employer and employee contract negotiation, the problem
or area where the parties disagree may be in salary or benefits.
Identifying the issues for both sides can help to find a compromise for
all parties.
Preparation
Before
entering a bargaining meeting, the skilled negotiator prepares for the
meeting. Preparation includes determining goals, areas for trade and
alternatives to the stated goals. In addition, negotiators study the
history of the relationship between the two parties and past
negotiations to find areas of agreement and common goals. Past
precedents and outcomes can set the tone for current negotiations.
Active Listening
Negotiators
have the skills to listen actively to the other party during the
debate. Active listening involves the ability to read body language as
well as verbal communication. It is important to listen to the other
party to find areas for compromise during the meeting. Instead of
spending the bulk of the time in negotiation expounding the virtues of
his viewpoint, the skilled negotiator will spend more time listening to
the other party.
Emotional Control
It
is vital that a negotiator have the ability to keep his emotions in
check during the negotiation. While a negotiation on contentious issues
can be frustrating, allowing emotions to take control during the meeting
can lead to unfavorable results. For example, a manager frustrated with
the lack of progress during a salary negotiation may concede more than
is acceptable to the organization in an attempt to end the frustration.
On the other hand, employees negotiating a pay raise may become too
emotionally involved to accept a compromise with management and take an
all or nothing approach, which breaks down the communication between the
two parties.
Verbal Communication
Negotiators
must have the ability to communicate clearly and effectively to the
other side during the negotiation. Misunderstandings can occur if the
negotiator does not state his case clearly. During a bargaining meeting,
an effective negotiator must have the skills to state his desired
outcome as well as his reasoning.
Collaboration and Teamwork
Negotiation
is not necessarily a one side against another arrangement. Effective
negotiators must have the skills to work together as a team and foster a
collaborative atmosphere during negotiations. Those involved in a
negotiation on both sides of the issue must work together to reach an
agreeable solution.
Problem Solving
Individuals
with negotiation skills have the ability to seek a variety of solutions
to problems. Instead of focusing on his ultimate goal for the
negotiation, the individual with skills can focus on solving the
problem, which may be a breakdown in communication, to benefit both
sides of the issue.
Decision Making Ability
Leaders
with negotiation skills have the ability to act decisively during a
negotiation. It may be necessary during a bargaining arrangement to
agree to a compromise quickly to end a stalemate.
Interpersonal Skills
Effective
negotiators have the interpersonal skills to maintain a good working
relationship with those involved in the negotiation. Negotiators with
patience and the ability to persuade others without using manipulation
can maintain a positive atmosphere during a difficult negotiation.
Ethics and Reliability
Ethical
standards and reliability in an effective negotiator promote a trusting
environment for negotiations. Both sides in a negotiation must trust
that the other party will follow through on promises and agreements. A
negotiator must have the skills to execute on his promises after
bargaining ends.
