The Negotiation Process

Negotiating is a process in which two or more parties in conflict attempt to come to an agreement. If there is a set “take it or leave it” deal, there is no negotiation, so good managers generally want to try to avoid making such statements. Also, not all negotiations end with an agreement.

Negotiation is often a zero-sum game in which one party’s gain is the other party’s loss. For example, every dollar less that you pay for a cellphone is your gain and the seller’s loss. Ideally, however, negotiation should be viewed by all parties as “I win some and you win some,” rather than a win-lose situation; all parties should believe they got a good deal.

If union employees believe that they lost and management won, they may become dissatisfied with their jobs, which could result in lower performance in the long run. Not everyone is born a great negotiator, but the skill can be developed. Following the steps in the negotiation process can help you develop your negotiation skills.

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