Negotiation involves finding an equitable solution that satisfies both parties. There are four key steps to the negotiation process: 1) preparation by researching the other parties, 2) information exchange to identify interests and leverage points, 3) proposing and countering offers while making concessions, and 4) reaching an agreement and committing to its terms. Successful negotiators have traits like shrewdness, patience, adaptability, endurance, concentration, articulation skills, and a sense of humor.

1. Negotiation Strategies :
Negotiation in general can be defined as “ conferring with others in a way that brings about the equitable
settlement of a matter “ . Negotiation skills help resolve situations where what you want conflicts with what
someone else wants. The aim of negotiation is to explore the situation to find a solution that is acceptable
to both parties . When this outcome is achieved it is referred to as “ win-win “ result.
It is important to know how to leverage each step in the negotiation process to achieve a win-win outcome
Point1: Preparation: preparation involves learning as much about the other parties to the negotiation as
possible . Research the wants , needs , negotiator style , possible objections and
bottom line of others with whom you about to negotiate. know the same information
about yourself and those you may be representing.
Point2: Information Exchange: in the opening round of a negotiation establish rapport with the other
parties by engaging in a reciprocal exchange of information. This step
surface underlying interests , issues , concerns and perceptions while
looking for leverage points and identifying expectations
Point3: Proposing and Countering: bargaining begins when one party introduces an initial proposal ,
other parties then counter with differing proposals, with each party
advocating for the most essential aspects of their offers.
concessions are offered in the form of compromises , and
collaborative efforts are made to shift positions to gain as much
leverage as possible
Point4: Agreement and Commitment: An agreement is reached that allows each party to satisfy as
many needs as possible without agreeing to unsupportable
conditions. each party then must then commit to taking upon
actions to execute and fulfill the terms of the negotiated
agreement
Some Essential Character Traits:
a) Shrewdness :- the negotiator must be capable of allowing the other side to see only what serves the
strategy best , and this requires an ethical mixture of honesty and cunning.
b) Patience : - patience is a indispensable attribute
c) Adaptability :- must be able to respond quickly to unforeseen developments
d) Endurance : - many cultures use the tactic of physically and mentally wearing down their counterparts
in order to achieve concessions
e) Concentration: -
f) Ability to Articulate: -
g) Sense of Humor : -
Negotiation Strategies page 1 of 1