In the negotiations, each side has its own requirements, but is ready to make concessions and compromises. The parties are equal and refuse to use force to resolve the conflict. There are negotiation rules and common interests approved by both parties.
Instruction manual
one
Each party in the negotiations depends on the other, so both are putting enough effort into finding a solution. The decision made in most cases satisfies both parties. It is often informal.
2
Negotiations can be bilateral or multilateral, with the intervention of a third party - direct and indirect. In addition to solving the problem, negotiations carry out the following functions: to obtain information about each other's interests and positions, to establish relations, and to influence public opinion. Sometimes negotiations are a cover for achieving any effect.
3
Negotiations are not always seen as a way to resolve the conflict, some may perceive it as a new stage in the struggle. Therefore, negotiation strategies are ambiguous: either positional bargaining, or interest-based negotiations. Positional bargaining is focused on confrontation, negotiations on the basis of interest - on partnership.
4
In positional bargaining, participants seek to maximally satisfy only their own interests, uphold extreme positions, emphasize a categorical divergence of views, and often hide their true intentions. The actions of the participants are directed more at each other than at solving the problem. If a third party participates in the negotiations, everyone tries to use it to the benefit of their interests.
5
In negotiations based on interests, a joint analysis of the problem takes place, and a search for common interests is carried out. The parties try to use objective criteria in order to reach a reasonable agreement. Each of the participants tries to put himself in the place of another, refuses to switch from a problem to the opponent’s personality.
6
If the interests of the parties are completely opposite, one of the parties is likely to resort to positional bargaining. Each side will strive to respect its interests, someone will take an active position, and someone will be adaptive. Negotiating in this way can lead to the breakdown of negotiations and the further development of the conflict.
7
Most conflicts are resolved with an orientation to either mutual win or draw. To do this, you need to stop considering the interests of the other as opposing. Mutual loss orientation also requires positional bargaining, in which the parties are looking for a forced compromise.
eight
If the parties want to satisfy the interests of everyone as much as possible, they enter into cooperation and negotiate on the basis of interests. The achieved result must surely suit both. Without this, the conflict is not considered resolved.