It is a process by which the involved parties or group resolve matters of dispute by holding discussions and coming to an agreement which can be mutually agreed by them. It also refers to coming to closing a business deal or bargaining on some product.

Problems in Negotiating with others

Professional Problems

Personal Problems

The Need is to…

HOLD….

How do Emotions Play Part??Emotions play an important part in the negotiation process.Being emotional is a sign of a weakness or is the behavior of an unsophisticated negotiator. Some say that emotions must be repressed.While it is possible to manage your emotions, it can be nearly impossible to hide from them.

Positive Emotion

For example, you finally resolve a contract dispute that has taken weeks of meetings and heated talks. In your exhilaration, you leave the client's office giving "high fives" to your partners. Then it dawns on you: you left the meeting without getting the contract signed. Whoops, the deal is not done. Your emotions got the better of you.

Negative Emotion

During negotiations, anger disrupts the process by reducing the level of trust, clouding parties' judgment, narrowing parties' focus of attention and changing their central goal from reaching agreement to retaliating against the other side. Angry negotiators pay less attention to opponent’s interests and are less accurate in judging their interests.

Summary

•The ability to define a range of objectives yet is flexible about some of them.•The ability to explore the possibilities of a wide range of options.•The ability to be well prepared. •The ability to listen to and question other parties.The ability to set priorities.