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USINFO Interactive: Negotiation - January 11, 2008

Narrator:
This is USINFO Interactive.

Every day people have exchanges with one another, some resulting in conflicts that require negotiation. Conflict exists at all levels of society: in the home, in schools, in organizations, in institutions and in governments. In a democracy, it is essential to recognize the importance of negotiation in the lives of communities.

In the final presentation of USINFO’s civic education series, we discuss how to negotiate and achieve peaceful resolution of conflicts.

Negotiation is a specific kind of interaction and communication. Negotiations can take place between individuals, families, communities, societies or governments. These interactions follow a process, where two parties want to reach an agreement on an issue that each side has an interest in. Each party wants its needs to be satisfied.

There are two types of negotiation. In distributive negotiation, each party wants to win more than the other party. The other type of negotiation is called integrative negotiation – in which case the parties want to find a consensual way of understanding where both parties gain.

How do you best handle a negotiation? There are several ways to maximize the chances for success in a negotiation. First, you must prepare. Knowing yourself and your positions on the issue under discussion is crucial. This means you have identified in advance the things that are most important to you and what you can offer to the other side. You also must inform yourself. There is no substitute for doing solid research and knowing the facts in order to have a good understanding of the topic.

Second, the way you conduct yourself during the negotiation is important. Detailed preparation, such as knowing the other party and having a good idea of its behavior, needs and interests makes the negotiation easier. During the process, create an atmosphere of confidence. If you know your position and the facts, you can speak with purpose and authority. Your confidence allows the other side to feel relaxed, resulting in a relaxed state of mind for everyone. It is honesty, respect, and discretion that enable calm attitudes and clear thinking.

Communication is an important element in negotiation. It is also often the root of misunderstandings. Communication is not only speaking and listening to words; it also includes gestures, cultural understanding and other experiences. Good communication is made up of many elements. The first is observation. Simply observing the gestures and expressions of others can help in understanding their behavior and reactions. Perception is another element. It is important not to assume that you know what others are thinking. Putting aside personal perceptions and asking questions results in better understanding. Finally, listening with the intent to understand – called active listening – demonstrates to the other side that you are serious about coming to a successful conclusion of a negotiation.

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