Characteristics of Negotiation

NotesQuizObjective Test

What is negotiation?

Negotiation is the ability to discuss an issue with one or more people to determine ways to reach agreement and mutual satisfaction.

The main elements involved in negotiation are purposeful persuasion and constructive compromise.

There are 3 characteristics of negotiation:

  1. A conflict of interest exists between two or more parties.

  2. There are no established rules for resolving conflict, or both parties prefer to work outside the rules.

  3. Both parties prefer to seek an agreement rather than take their dispute to a higher authority.

Characteristics of a successful negotiator:

  1. They consider a wide range of options

  2. They use emollient verbal techniques: 'Would it be helpful if we ...?'

  3. They spend more time summarising what has been said.

  4. They spend more time asking questions.

  5. They spend more time testing that they understand what the other party is saying.

NotesQuizObjective Test