Negotiation occurs between spouses, managers and staff, employers and employees, professionals and clients, within and between organizations and between agencies and the public. Negotiation is a problem-solving process in which two or more people voluntarily discuss their differences and attempt to reach a joint decision on their common concerns. Negotiation requires participants to identify issues about which they differ, educate each other about their needs and interests, generate possible settlement options and bargain over the terms of the final agreement. Successful negotiations generally result in some kind of exchange or promise being made by the negotiators to each other. The exchange may be tangible (such as money, a commitment of time or a particular behavior) or intangible (such as an agreement to change an attitude or expectation, or make an apology).

Negotiation is the principal way that people redefine an old relationship that is not working to their satisfaction or establish a new relationship where none existed before. Because negotiation is such a common problem-solving process, it is in everyone’s interest to become familiar with negotiating dynamics and skills.

It is extremely important to develop a climate and attitude of “win-win” while negotiating. One party can win more than the other, but neither would see themselves as having lost because negotiation is primarily an exchange of satisfactions. Here are 9 keys to successful negotiation:

• Good Communication – it leads to increased understanding.
• Areas of Negotiation – price, control, power, position, recognition, etc.
• Values Vary – priorities, importance, and moral issues.
• Issues – have the real concerns been uncovered?
• Non-Verbal – ability to observe actions, body language, attitudes, and sincerity.
• Questioning – in-depth probing determines win/win outcome.
• Information – the party with the most information has the advantage.
• Patience – don’t let the other party rush you; control emotions on both sides.
• Planning – detailed planning gives a negotiator options and the ability to predict offers. Foresighted planning protects against making concessions.