Negotiating - MIR-Online

Negotiating‘Discussion to bring about some result, especially involving bargaining’Webster’s Dictionary‘Conceding in areas of lesser importance to gain in areas of greater importance.’Inspire Change LimitedWhat is Negotiating?Negotiating is not persuading or selling. Negotiating is not influencing, changing people’sminds or convincing people of the rightness of your case (although all these may happen).For negotiation to take place, some conflict must exist that needs to be overcome. Both (orall) parties must have some measure of disagreement, otherwise no resolution needs totake place.Of course, negotiation is only one method of overcoming conflict. Disagreements can beresolved in other ways. We can, for example:Agree to accept the status quoHave one party unilaterally making a decisionAllow a third party to make the decision (e.g. a judge)Negotiation can only succeed where both parties agree that resolving the conflict is a goodthing and something they are prepared to work at.It also requires both parties to do some conceding if a desirable outcome is to be achieved.It may be that one party does most of the conceding, but this is unlikely to result insustainable agreement.The idea of negotiating being a win-win requires that both parties are happy with theeventual result. In order for that to take place, neither party must feel forced, pressured ortricked into agreement.It is important that we are able to go back and negotiate again with that person; if they areharbouring what the psychologists call ‘remembered pain,’ our future deals may suffer.2©inspirechangewww.inspirechange.comDeveloping Healthcare Leaders 01908 511572