EFFECTIVE NEGOTIATIONS. NEGOTIATOR KNOWLEDGE FUNDAMENTS part I
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PART I:
A bit of philosophy and psychology - the essence of negotiation: willingness, expectations, needs and rationality

NEGOTIABLE ESSENTIAL - BASIC NEGOTIATION ELEMENTS:

- interdependence of the parties in negotiations,
- perception of conflicts of interest in negotiations,
- possibility of opportunistic behavior in negotiations.

MUTUAL RELATIONSHIP OF THE PARTIES IN NEGOTIATIONS

limiting the freedom of one party to behave on the basis of feasibility, cost or time. The parties recognize that agreeing on certain actions is beneficial or even necessary from the point of view of their own interests.

PERCEPTION OF A CONFLICT OF INTERESTS IN NEGOTIATIONS

Conflict, incompatibility or even clash of intended lines of action or preferences.

OPPORTUNISTIC BEHAVIOR IN NEGOTIATIONS

The interdependence of the parties in negotiations and the perception of conflicts of interest in negotiations - lead to opportunistic behavior. Each party does not fully disclose its motives and goals, acting in its own interest. Each tries to influence the decisions of the other, trying to transform the situation in a way that is beneficial for themselves.

NEGOTIATIONS - THE WANT OF EXPECTATION NEEDS Rationality:

 

Every need or desire to meet a specific need is the beginning of the negotiation process. People exchange views in order to change their relations, consult, consider reality, want to reach an agreement and then negotiate.
Negotiations depend on communication between people acting on their own behalf or as representatives of various negotiating groups - interest groups. Therefore, negotiations are considered part of human behavior.
Usually, negotiations talk about the positions taken by the parties, which is a great mistake hindering reaching a common position - a positive result of negotiations. The proposal to focus on business rather than on positions is a much more sensible approach. 

When considering interests, we usually mean conflict and joint interests. The essence of common interests lies in the possibility for both parties to achieve additional benefits provided that certain actions are agreed.
The goal of negotiations should be to reach agreement, and thus make a joint decision by both parties. Lack of understanding of the other party and focusing only on one's own interests all too often lead to deadlock and collapse of talks in the negotiation process.

 

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