The Latin word negotiatio came to our idiom What negotiation. This is how the act and result of negotiating: dialogue about something with the aim of reaching a beneficial or appropriate agreement for all parties.
A negotiation, therefore, is a interaction that points to produce some kind of profit. Its purpose may be the resolution of a conflict, the satisfaction of interests or the obtaining of advantages.
When two people enter into a negotiation, each tries to reach a certain goal. Various factors come into play in that conversation, such as personality traits, mood, emotions, etc. The way that each individual thinks and acts affects how the negotiation is carried out, regardless of the specific points that are negotiated.
Negotiations appear in multiple areas of life. Suppose a man wants to spend his vacation on the beach and his wife in the mountains. Spontaneously, the couple will have to negotiate to reach a pact: a successful negotiation could lead to the acceptance of sharing the weather between both destinations, in such a way that each one sees their desire partially satisfied.
In the corporate sphere, it is common for negotiations to be established between Business to engage commercial ties or strategic agreements. In the field of politics, negotiations allow for alliances to define candidacies or form government teams, to mention a few possibilities.
For a negotiation to take place, it is essential that the parties are willing to negotiate. If one is imposed by the force on the other, or one has no interest in the interaction, there is no negotiation.
People who do this as part of their profession cannot afford to lose a negotiation, or at least to fail too often. For them it is not a game or an eventual situation, like selling a second-hand product through Internetbut the activity on which they base their monthly income. For this reason, they must combine a number of factors to ensure that they proceed correctly.
This leads to the secrets of a good negotiation, a list of relative and contextual validity, but that can serve as a starting point to develop persuasion, that part of us capable of convincing others to do our own thing. Will. This tool is key, and it is usually associated with a birth skill, although with a lot of effort it is possible to acquire it.
To persuade To someone who accepts our conditions in a given agreement, it is not enough to have this ability but certain mechanisms must be put into operation, whether we do it on a conscious level or not. One of the pillars of any negotiation is the knowledge of the other party, of her tastes, needs, historical and cultural background, of any trait that can help us to reach her and persuade her.
When we try to convince our friends or family we do not need to investigate their profiles, because we know them thoroughly. However, whether we know it or not, we are making use of this advantage to break through their barriers. Here we enter dangerous ground, because moral issues are mixed: no negotiation should be so important as to do emotional damage to the other party by touching their most delicate weak points.
Another of the secrets to be successful in any negotiation is to prevent the other from noticing our interest or, depending on the case, our desperation for it to happen. Rather, we must express ourselves in such a way that he seems more interested than we do.