Learning Unit 3 : The Nature of Negotiation

1. Negotiation takes place between two parties. Both the parties are equally interested in an agreed action/result.
2. Negotiation reaches agreement through discussion, not instruction, orders or power/ influence/authority.

For example, when a manager deals with other managers of his own rank, or customers or suppliers over whom he has no power of his position/authority, he tries to achieve the results by agreement through discussion, persuasion and argument. In other words, he negotiates.

Suppose you are a manager in the Department of Marketing. You need the help of a analyst from some other department for some days to complete the project report urgently. It is possible that the other department may not be willing to spare the services of the analyst you badly need. You would certainly discuss the matter with your colleague and make him agree with you by discussing out your need persuasively and convincingly, In short, by negotiating with your colleague.
It is a form of communication whose objective is agreement.