Learning Unit 4 : When do we Negotiate?

Situations Requiring Negotiation

• An issue involving persons more than one. Negotiation requires when a problem cannot be resolved by a single person deciding/acting by himself or herself. Whenever tow or more persons or parties are involved in deciding a matter/or issue and they have different views or aims regarding the outcome, the way to overcome disagreement is by negotiating, that is by discussing, persuading and influencing.
• Negotiating can take place only when both the concerned parties are willing to meet and discuss an issue. That is to say, they both want to reach agreed decision by discussion, not force or authority.
• Situations NOT requiring negotiation
• When one of the two parties/persons immediately accepts or agrees to what the other is suggesting or asking for. In such a situation there is no need for negotiating. The agreed result is already got.
• Whenever one of the two parties refuses even to consider or discuss the suggestion or proposal.

Suppose a supplier or a dealer completely refuses to reduce the price or consider any other suggestion of making part payments, there is no possibility for nay negotiation between you two.

In real life, we have generally situations neither of direct acceptance not of complete refusal at the very outset. Often two persons deal with each other by first discussing the possibility of reaching an agreed end.