Negotiation may be one of the most familiar concepts we hear most often. However, this word is more than just a concept; it is also an action. In other words, negotiation is not only a concept that is thought about; it is also a process that mobilizes the parties.
From this point of view, let us ask you a question that we think we know the answer to: Have you ever negotiated before? The number of people who answer 'no' to this question is probably almost negligible. So, with whom might we have negotiated? Sometimes in business, sometimes with a representative of one group, sometimes with your landlord or tenant, sometimes in the home... Whatever the scope and nature of the negotiation, we can use this method with anyone with whom we have a relationship and with whom we may experience conflict.
Of course, who we negotiate with and the nature of the relationship will inevitably affect the process and the methods used. The key point here, as we have mentioned in our earlier articles, is that just as conflict is inevitable, the effort to resolve these conflicts is equally natural. In this natural process, the effort you make may lead us to different conflict resolution tools. Sometimes we may choose to establish a dialogue, while other times we might opt for a mediation process involving a third party. The methods of resolution vary depending on the parties and dynamics of the conflict, but in this article, we will focus on negotiation. Together, we will explore what negotiation is, what it is not, and why it is important.
Negotiation stands out as one of the most commonly used and effective tools for conflict resolution. However, to use this tool effectively, it is critical to understand the dynamics of conflicts. Entering the negotiation process without understanding the structure, functioning, and key characteristics of a conflict often prevents achieving the desired outcome.
Therefore, before addressing solution tools such as negotiation and mediation in our training, we prioritize helping participants develop a deep awareness of the nature of conflict. Without understanding its source, how it develops, and at what stage is, and without conducting an analysis, simply sitting at the negotiation table is not sufficient to initiate a healthy and sustainable resolution process. A successful negotiation starts with the ability to correctly read the dynamics of conflict, and this understanding is the key to the solution.
What Negotiation Is and What It Is Not ?
Before defining negotiation, it might be useful to first discuss what negotiation is not to start the process more effectively. Often, negotiation can be confused with other concepts. So, which concepts could we mistakenly confuse with negotiation? Of course, different answers could be given to this question, but in this article, we will focus on two particularly important concepts: Bargaining and Debate.
Bargaining vs. Negotiation: A Choice that Considers the Relationship
Understanding the differences between bargaining and negotiation is one of the keys to achieving success in conflict resolution. Although these two processes are often confused, the fundamental differences between them are crucial in determining the nature of the solution.
Bargaining is generally a process driven by short-term interests. Shaped by the parties’ efforts to gain an advantage over each other, bargaining usually relies on a competitive conflict style. This process is mostly limited to discussing specific and tangible issues, such as price or quantity. The goal is to make one party accept their limits or achieve a particular gain. Therefore, the bargaining process is often rigid, short-term, and result-oriented.
On the other hand, negotiation has a much broader perspective. The essence of negotiation is not only to increase individual interests but also to strengthen or repair the relationship with the other party. This process aims to create joint solutions and a long-term understanding where both parties can gain, rather than creating an environment where one party tries to defeat the other. The power of negotiation lies in seeking sustainable and healthy solutions while considering the relationship.
Similar Names, Different Paths: Debate and Negotiation
Debate and negotiation, while having quite different goals and methods, can sometimes be confused with one another. However, accurately distinguishing between these two concepts plays a critical role in effective communication and solution processes.
Debate is a structured, formal process where opposing views on a specific issue are discussed. According to the Oxford English Dictionary, in a debate, participants express different perspectives, strengthen their own arguments, and attempt to disprove the opposing party’s claims. This is a highly valuable method, especially in the context of developing critical thinking and persuasion skills.
Negotiation, however, follows a very different path. In negotiation, the focus is not on defending truths or ideas but on understanding the needs and interests of the parties and developing a mutual solution. The goal is to find a compromise that both parties can accept, while considering long-term relationships. In a debate, the parties' interests often take a backseat, and the main goal is to persuade the other party to accept one's own viewpoint.
Recognizing this distinction is vital for developing the right strategy and achieving healthier outcomes in the negotiation process.
Defining Negotiation
Now that we have discussed what negotiation is not, let’s try to define it. Negotiation, with its scope and impact, is a concept that has been defined in various ways by different scholars over time. These various definitions help us understand the different aspects and importance of negotiation in a deeper way. Let’s explore some of these definitions.
Pruitt defines negotiation as: "A form of decision-making in which two or more parties come together to resolve their conflicting interests." This definition emphasizes that negotiations are not just tools for conflict resolution, but also aim to create a joint solution between the parties.
Rubin and Brown define it as: "A process of mutual thinking, value creation, and sharing undertaken by two or more parties to resolve contradictions and increase their interests." This definition highlights the importance of collaboration and mutual understanding.
Thompson offers a shorter but effective definition: "A process of interpersonal decision-making for goals that cannot be reached alone." This definition underlines the critical role of interaction in achieving common goals.
Finally, Ury provides a comprehensive definition: "Negotiation is a process in which two or more parties attempt to reach an agreement by combining their mutual interests, considering each other’s needs and concerns." This definition suggests that negotiation’s goal is not only to increase interests but also to reach a solution while addressing mutual understanding and needs.
All of these definitions clearly show that negotiation is a process centered on solutions and mutual understanding.
Why Should We Negotiate?
All the dynamics we’ve discussed lead us to the answer to the question of why negotiation is necessary. Negotiation is more than just a process that leads the parties to an agreement; by enabling a win-win approach, it also offers an opportunity to strengthen their relationship and cooperation. Despite the inherent tensions and differing interests in conflicts, the negotiation process is one of the most effective ways to manage these differences and find common ground. Moreover, the emphasis on preserving relationships is not limited to considering individual or institutional interests; it may arise from needs, the requirement for long-term collaboration, or a value-based understanding. Therefore, negotiation is a critical tool not only for solving a specific problem but also for sustaining relationships, building trust, and making future interactions healthier.
In conclusion, negotiation is more than just a tool for conflict resolution; it is a process that strengthens relationships and generates sustainable solutions. Of course, there are environments such as the business world, where competitive settings dominate, which can lead negotiation away from the principles we’ve discussed. However, the type of negotiation we wish to address here is one based on principles, relationships, and shared benefits. To successfully conduct such a negotiation, it is crucial to understand the dynamics of conflicts and engage actively in the negotiation process. This allows the parties to understand each other and creates healthier, long-term solutions. In this article, we have emphasized the importance of correctly defining negotiation and have explored what it is not and how it differs from other concepts. Of course, detailed topics such as negotiation strategies and types of negotiation will need to be addressed in future discussions. However, before embarking on this journey, drawing the map of the process—i.e., understanding negotiation correctly—will establish a healthy starting point.
Thank you for reading our post! At Conflictus, we eagerly await your feedback and insights.
Tunç Karaçay
Conflictus Conflict Resolution Training and Consultancy
🔗 Learn more about our services: Conflictus Website : https://www.conflictus.co/en
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References
Pruitt, D. (1981). Negotiation behavior. New York: Academic Press.
Rubin, J. Z., & Brown, B. R. (1975). The Social Psychology of Bargaining and Negotiation. Academic Press.
Thompson, L. L. (2009). The mind and heart of the negotiator (4th ed.). Upper Saddle River, NJ: Pearson Prentice Hall.
Ury, W. (1993). Getting Past No: Negotiating with Difficult People. New York: Bantam Books
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