NEGOTIATION PROCESSES

By Swaraj Mishra

NEGOTIATION Negotiation is possible only when the

out group is perceived both as interested in peace and as reasonable.

It involves continuous interaction and dialogue between the groups in order to find a solution with maximum advantage to both(win-win situation).

STEPS INVOLVED IN NEGOTIATION

Unfreeze

Being open

Learning empathy

Searching for common themes

Generating alternatives

Responding alternatives

Searching for solution

Breaking the deadlock

Committing to solution within the

group

Committing the whole

group

UNFREEZE

Unless the expectations and relationship are unfrozen(by two conflicting groups) there is no chance of negotiation.

Alternative members of both groups can be mixed in order to form new group to discuss the issues.

BEING OPEN

Group members should be open to each other and can give different points of view or alternatives without fear.

LEARNING EMPATHY

Group members may see only their own points of view but can gain empathy for otherby sharing their concerns or goals.

SEARCHING FOR COMMON THEMES

Groups involved in a conflict may be helped to search common goals or other areas of overlapby listing their expectations, goals etc..

GENERATING ALTERNATIVES

When the goal is clear for groups they can generate alternation for resolving some of the issues.

RESPONDING ALTERNATIVESStudy and respond to the alternatives .Every

effort should be made to See issues in a positive and problem solving way.

SEARCHING FOR A SOLUTION

Alternatives have to be explored in depth by small groups with all consensus on solution and then report is given to the larger groups. Because points ofview from both the parties are reflected in the new groups. So they should be innovative to solve the issues.

BREAKING THE DEADLOCK

sometimes both parties are so emotionally involved that they can not move towards a solution by themselves. In such case a 3rd party having Experiences may be brought in to solve the issues.

COMMITTING TO THE SOLUTION WITHIN THE GROUP

After the solutions are generated by thesmaller group, the groups can debate and consider these solutions and committee to some of these.All doubts must be resolved or must be put aside at this point.

COMMITTING THE WHOLE GROUP

At the last step of the process groups accept the solutions jointly and make a commitment to implement it.

further arrangements are also made to solve the remaining issues.

PREVENTION

Prevention is better than cure.

Two easy steps to prevent conflicts.

Whenever problems arise, everyone must be involved in finding alternative solutions.

Focus on team building.

REFERENCE BOOK Understanding Organizational Behavior

Author-Proff. Udai Pareek