G U I D E L I N E S FO R E F F EC T I V E
N EG OT I AT I O N
C O L L E C T I V E B A R G A I N I N G - U N I T 4 - I S H A C H U G H
A S S I S T A N T P R O F E S S O R G A R G I C O L L E G E
GUIDELINES FOR EFFECTIVE NEGOTIATION
Negotiation between two parties can be productive only when practiced effectively. Both the parties must adopt proper measures so that agreement can be reached easily. Negotiation is an important aspect of collective bargaining as there is considerable scope for discussion, compromise or mutual give and take. A good negotiator knows of the other party's vulnerabilities and when and how the opposite side may react.
Moreover, he is aware or able to sense at what level the other party may accept a particular demand.
These are the seven strategies that makes negotiation effective:
1. Check Whether You Are in a Negotiation Situation: A negotiation situation exists when a party is in any communication or problem-solving situation with the other party that can work out to his advantage.
If there is no advantage to the party, it won't negotiate and only lose.
Hence, one must negotiate only when it is in the interests of the state and cease when it is harmful.
2. Clarify Your Aims: Both the negotiators must clarify their respective aims and not move away from what they desire. Although, there are other aims like getting a good deal and improving their relationship with each other, still one
3. Gather Information: Once the party enter into a negotiating situation, it must gather information about the other side's offer and use it to refine his own. Many negotiations come unstuck simply because one side or the other doesn't listen or check or take time to clarify exactly what the side are offering or indeed what they themselves are offering. This means that throughout a negotiation, one must do lot of listening, clarifying and checking.
4. Negotiate with Your Own Side: Only representing yourself does not lead to negotiation. One must negotiate for his interest, needs, resources and support in order to satisfy his wants and then look for satisfying other party's needs.
5. Get a BATNA: A BATNA is the Best Alternative To a Negotiated Agreement and is an important way to be successful in negotiations. By preparing for negotiations with one party by sounding out an alternative deal with another party, you get walkway power. It means that, even if the alternative is not quite what one wants, the negotiator is still prepared to negotiate, if need be.
6. Prepare the Setting: In order to prepare the setting a negotiator must look for 5 questions:
(a) Who? (Who is to take part and do what?) (b) Where? (Place of negotiation)
(c) When? (What is the time scale)
(d) Why? (What are we negotiating about?)
7. Prepare Yourself Mentally: The right attitude towards negotiations is the principal difference between successful and unsuccessful negotiators. Getting into the right frame of mind before one can begin should be part of your preparation plan.
(a) aim to be tough, business-like, alert and unyielding
(b) don't feel you owe them anything-don't be a bowl-beggar (c) don't put yourself above or below them
(d) stay relaxed and unhurried
(e) don't reveal your feelings at any point.
There is no guarantee that good preparation will lead to success in
negotiations. But the chances are that poor preparation will lead to failure.
