This document provides an overview of negotiation skills and strategies. It defines negotiations and differentiates them from situations that are not negotiations. It outlines the key elements of negotiations including objectives, issues, positions, context, teams, strategies and styles. It discusses preparation of negotiation teams and effective communication and styles during negotiations. It also explores the social psychology aspects and gives strategies for effective negotiations in different contexts such as business, international affairs and features that help make one an effective negotiator.

1. ART OF NEGOTIATIONS
Summary
Dr Małgorzata Bonikowska

2. DEFINITIONS
• More than 1 part
• The common „thing”/issue to
discuss/decide/resolve
• different positions/interests/objectives
• Openess for concessions and
compromises
Negotiations:
• one part dominates/pushes/uses force
• no openess for compromises
• no intention to reach an agreement
No negotiations if:

3. ELEMENTS OF
NEGOTIATIONS
Objectives (why do we negotiate?)
Issue discussed (what do we negotiate?)
Negotiation positions (from where to where do we go?)
Context – cultural, political, historical etc. (what matters?)
Arguments: facts/figures/materals to be used (what matters?)
Teams and Chief Negotiators (who is responsible?)
Mandate (how far can we go?)
Strategy (how do we reach the deal/agreement?)
Styles (how do we behave?)
Place (where do we negotiate?)
Time (when does this happen?_
Monitoring of the situation (
Agreement

4. PREPARATION
OF THE TEAM
Selection criteria for the Leader/ Chief Negotiator
Selection criteria for the Team’s members
Distribution of roles
Preparation of the arguments
Brain storming about the strategy
Internal communication among the Team’s members
Trust
Information of the Team with whom we will negotiate (facts,
weaknesses, strenghts etc.)

5. NEGOTIATION
STYLES
Active cooperation
Active competition
Passive cooperation
Passive competition
Golden rule: monitor the situation and change your
styles !

6. SOCIAL
PSYCHOLOGY
Negotiators
are all
humans
Peoples
behaviour
matters
Building a
relation - a
key
competence.
Useful rules:
• Reciprocality
• Consequence
• Contrast
• Copying the authority /
following the leader
• Reglamentation (it makes
things more precious)
• Objective criteria

7. COMMUNICATION
IN NEGOTIATIONS
Communication channels and forms
Oral and written communication
Verbal and non verbal communication
Effectiveness of different
forms of communication
Meeting face to face
On-line meeting
Phone conversation
Written message/letter
Assertive communication – art of listenning

8. NEGOTIATIONS
IN BUSINESS
Transactions: between the buyer and seller, client and dealer etc.
Mergers: two companies join forces and become one
Acquisitions: one company buys another one
Employer-employee: about salary, work conditions, promotion etc.
Job interviews
Company versus trade unions: from strike to agreement
Company versus local
community:
Reasons: difficult product (tobacco, petrol),
local conflict, fear (5G) etc.
best method – social dialogue

9. NEGOTIATIONS
IN
INTERNATIONAL
AFFAIRS
Peace negotiations: during and after the war
Conflict resolutions within one state: ethnical,
religious, social etc)
Border disputes: between countries/ tribes/ regions
International agreements: FTA, security alliances etc.
Accession negotiations: to International ogranizations
(WTO, UN), regional structures (European Union) etc.

10. EFFECTIVE
STRATEGY
Prepare yourself
and your team
Be friendly and
open
Have your Plan A -
but also B, C, D etc.
Don’t stick to your
positions, modify
them
Don’t stick to your
initial negotiation
style, change it
Exchange
information and
arguments
Never say No
Don’t ask for
impossible
Avoid mentionning
rules and legal
documents
Build a good
climate for a deal
Don’t decide too
quickly, think it over
Don’t talk all the
time, try to listen
Think about
alternatives
Try to reach out the
agreement
Have a BATNA (Best
Alternative to the
Negotiated
Agreement)

11. FEATURES
WHICH
HELP
• Openess of mind and soul
• Passion and energy
• Communication skills and openess for listening
• Good knowledge of psychology
• Good knowledge of the negotiating Partner
• Meticulous preparation (facts, arguments, plans)
• Patience and resilience
• High personal culture
• Empathy
• Control of own emotions
• Rediness to dedicate all time and efforts to reach an
agreement

12. WHAT TO READ?
• Fisher Roger, Ury William, Getting to
YES, 1981
• Cialdini, Roberto, Influence: The
Psychology of Persuasion, 1984
• Cialdini, Roberto, Pre-suasion, 2016
• https://www.forbes.com/sites/rhettp
ower/2019/08/07/the-best-books-
that-will-make-you-a-master-
negotiator/#3d15524ac1d6