Negotiations

Negotiation is another form of oral communication that is often encountered in the workplace. For the purpose of this course we will very briefly summarise the most important points of basic negotiations. It must be noted though that negotiations is a subject on it’s own which can be studied separately.

A negotiation can be described as, “A discussion with others in order to reach a compromise or agreement.” It is the process of arriving at an agreement through discussion and bargaining...

Why do People Negotiate?

People negotiate to:

Settle differences: A supplier of T-shirts may have to negotiate with its distribution company, as the T-shirts are not being distributed to as many outlets as the supplier would like.

Determine the value of services and products: Wage negotiations and increases in commuter fares are common examples of negotiations in respect of the value of services and products.

Make changes to terms and agreements: For example, negotiations would have to take place between management and workers if management wanted to increase the minimum working hours per week.

The most commonly publicised negotiations in the workplace are those concerning wage increases and conditions of service.

General Points For Effective Communication During Negotiations

In order to become an effective negotiator, people need to receive specialised training in negotiation skills and knowledge. However, your oral communication during the negotiation process will be enhanced if you follow the general rules already covered in this unit.

To Summarise

Know exactly what you want to achieve during the negotiation. Ensure you are well prepared: organise your thoughts, decide on your position, what you are prepared to offer and accept, and prepare your argument.

Always leave the door open for negotiations to continue. Remember, it is a bargaining process – we can give you this, if you can give us that. If one side states, “We shall never accept that!” there is no room for discussion and therefore negotiations have broken down.

Present your case calmly and logically, choosing your words carefully.

Basic good manners are important, so let the other speakers express their opinions without interruption and listen carefully to what is said.

You can attack your opponents’ demands, but should never attack their character.