Art of negotiation – advantages and disadvantages

Art of Negotiation – advantages and disadvantages It is essential to recognize that negotiations are necessary and useful for the solution of cooperation tasks of the enterprise. Business negotiations differ much from purely personal negotiations, because they should have a definite goal and certain structure. In order to make business negotiations structural and advantageous for the both parties, it is necessary to set clear goals, to achieve planned objectives, to provide convincing arguments. It is not allowed to be stubborn and deaf to the opinion of a partner: orders can’t be given during negotiations. It is essential to adequately represent your interests, to make propositions on the solution of the problems discussed at negotiations.
The negotiations will not be advantageous if a partner enters negotiations not considering their needs and purposes, difficulties and possible consequences. In this case a partner will be able only to make countermoves, i. e. react, but not to act. The negotiations will not be successful if in response to the statement of the partner the negotiator behaves not efficiently, but too emotionally, does not provide arguments, but only defends the position. Negotiations fail in case if a partner does not provide new facts in response, doesnt make new propositions, but simply states the known positions, which prevent the both parties from coming to mutual agreement. The negotiator isnt guided by common interests of joint responsibility for common business, doesnt allocate this aspect. It is important to reach the agreements, which would satisfy the interests of the whole society, not only the personal interests of the opponents.
Willard, C. A. (1989). A Theory of Argumentation. University of Alabama Press