Журнал Viche 2013 №5

№5, 2013

Negotiations: our life and rules of its realization

We all constantly take part in different kinds of negotiations - at home, at work, in the street, in public transport, on the road (especially in heavy traffic). Negotiations take place either in relatively calm, familiar atmosphere, or in abnormal, extreme situations. We have to negotiate every day in any situation!

For the rational approach to the negotiations they distinguish their specific stages and make appropriate training for / during each of them.

The main stages of the negotiations:

1) preparation;

2) the negotiation process itself;

3) completion and analysis of its results.

Before coming to the negotiating table the semantic aspect of the negotiations, which foresees: a clear analysis of the problem, a diagnosis and the assessment of the situation; the formation of a common approach to the negotiations, their goals, objectives, positions; forecasting of probably changes of the situation and results, determination of the possible solution options; projecting of the favorable conditions; preparation of proposals and their argumentations, drafting of the necessary documents, should be taking into account. It is also recommended to introduce a common position with expected results and possible concessions for all team members/delegation. It is also important to pay attention to the tactical training, which is focused on the selection of methods and ways of negotiations, roles between team members, to arranging, projecting and preliminary “scroll” of working and business relations with the partners. All of these recommendations, requirements and advices eventually resolve in to the education of the business communication culture, to transform this culture on the habits of the everyday professional conduct, to follow the rules of the right-minded behavior, respect for the partner, tolerance to faults in the character of the people.