The truth is, we all spend much of our professional and personal lives negotiating and managing conflict. As organizations become less hierarchical, less based on hierarchical authority, and with less and less clear boundaries of responsibility, conflict – or at least differences of opinion – will likely become an even more important component of our lives professional in the future. Studies have shown that negotiation skills are among the most important determinants of career success, and while negotiation can be considered an art, there are specific techniques that anyone can learn. Say no to plagiarism. Get a Custom Essay on “Why Violent Video Games Should Not Be Banned”?Get an Original Essay What is Negotiation? Negotiation is the art of working with a person or group with different points of view to reach a mutually beneficial agreement. Negotiations are formal discussions between people with different goals or intentions, especially in business or politics, in which they attempt to reach an agreement. Negotiation is a technique people use to resolve their differences. It is a mechanism by which agreement or compromise is reached to avoid conflict and dispute. The process of discussion aimed at reaching an agreement between different parties, each with their own interests and preferences, can also be labeled Negotiation. Negotiation ensures a decision-making process involving various parties with different opinions and preferences. According to ROBBINS; Negotiation is a process in which two or more parties exchange goods and services and attempt to agree on the exchange rate for them. The degree to which the parties' interests are aligned can facilitate the range and type of outcomes generated toward resolution. Additionally, negotiation also takes place in nonprofit organizations, government branches, legal proceedings, within and between nations, and in personal situations such as divorce, marriage, parenting, and daily life. Personal interests are always involved in the negotiation because they are always at the forefront, but should not blind one party to the interests of the other. Thus, negotiation is not a zero-sum game, in which people strive to outwit each other in order to get the best deal possible at the expense of their opponent. It is not about persuasion, in which the persuader triumphs over the persuaded. Characteristics of Negotiation • Two parties • Predetermined goals • Expect an outcome • Parties are willing to change their positions • Parties must understand the goal of their negotiation. Reasons for Negotiation • Reach an agreement • Make a point • Settle an argument • Compromise • Defeat the opposition in case of position negotiation Types of Negotiation 1. Distributive Negotiation – (win-lose situation) The most characteristic more distributive is that it operates within the framework of a zero-sum game. The gain made by one person is a loss suffered by the other person. All parties involved in the negotiation indicate the point where settlement will take place. The seller's goal is to negotiate the highest possible price; the buyer negotiates the lowest possible price. 2. Integrative Negotiation – (win-win situation) Integrative negotiation (also called interest-based negotiation) is a negotiation strategy in which parties work together to find a“win-win” solution to their dispute. This strategy focuses on developing mutually beneficial agreements based on the interests of the conflicting parties. The parties involved cooperate to maximize profits by integrating their interests. All disputing parties involved in the negotiation process examine the problem together, attempt to search for alternatives and evaluate them to arrive at a decision or solution mutually acceptable to all parties. Principles of Successful Negotiation The art of negotiation is necessary in everyday life. However, mastering this art in the business world is essential for our career success, because poor negotiations can negatively impact the future of our business or cause us to lose important clients. Although most trading strategies seem natural, it is not uncommon for mistakes to be made. Luck and charm are not the cause of the success of negotiations. Discipline and perseverance, on the other hand, could allow us to get the best possible deal in all circumstances. Ultimately, practice and preparation are what makes a good negotiator. Here are the principles of successful negotiation. 1. Gather your information. Information is the foundation of effective value creation. Without knowing who our counterpart is, it is almost impossible to establish good negotiating points. We need to have adequate information about the person or company we are negotiating with, as this helps us support our argument. What is the other party's background and should we also know their interests or hobbies? Knowing this makes it easier to build relationships with them. It is also important to identify the history, context, issues and dynamics of the parties. We need to be aware of which issues are important to us and which are important to the second or third part, as the case may be. We also need to identify what our positions are, where our strength lies as well as their positions, interests and priorities in the negotiation. In the words of Chester Karrass, the following strategies should be applied in other areas to gather information accurately for the intended purpose. 2. Build relationships. To manage a conflict to reach a solution, some form of trust is essential and it is even more important during negotiation. However, trust must be earned, as it does not appear magically or be linked to a chemical reaction. It must be built or developed through relationships and friendship. Like any worthwhile endeavor, building relationships takes time and dedication. But how can we do it? We can start by discovering common backgrounds and interests. For this reason, we can also include in the negotiation individuals who have a common interest with the conflict counterparty. It is also worth noting that first impressions count and therefore it is essential to be aware of our body language, first statements and dress code. We must also ensure that we keep our promises and are reliable. Finally, emotional intelligence is emphasized when concluding a transaction. We exhibit it to avoid appearing aggressive or arrogant when explaining our point of view. We should also use it to manage the other party's emotions through flattery, humor and other methods to break any possible tension. 3. Know your BATNA and that of your opponents. To explain what BATNA (Best Alternative to a Negotiated Agreement) is, we could say that.