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5<br />
Institute of Leadership & Management<br />
A problem-solving process<br />
Being able to negotiate successfully is a key managerial skill, especially as more and<br />
more work gets done through complex networks of individuals.<br />
Negotiation is a problem-solving process in which two parties have conflicting<br />
interests. You persuasively explain your case and the other person (or group) –<br />
your counterpart – explains theirs. Your aim is to achieve maximum benefit from<br />
the discussion whilst being aware of the need to reach agreement. To do this you<br />
bargain by exchanging offers and counter offers, concessions and compromise until<br />
you reach a mutually acceptable solution. Negotiating well requires a careful balance.<br />
Satisfy your own needs<br />
Maintain a good relationship<br />
with the other party<br />
Successful negotiation<br />
Human behaviour is unpredictable and every negotiating situation is unique and<br />
often complex and uncertain. There are no prescribed rules; however, there are<br />
certain principles that generally apply to all negotiations.<br />
Copyright © The Institute of Leadership and Management 2015. These materials may not, in whole or part,<br />
be copied, reproduced, communicated, or otherwise distributed without the prior written permission of ILM.
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