*This blog post is part of a three piece series on conflict, assertiveness and negotiation, for one of my university course. Comments are greatly appreciated, thank you.*
If we were to look back at the last two posts we could end this series of articles by concluding it with a little something extra: negociation.
First of all, we looked at conflict, a difference in opinion between two or more participants that hasn’t been resolved, and saw how it could be beneficial. We also explored the four approaches to handling conflict and saw how in the corect way of resolving issues you must be polite, respectful, get your point across, be an active listener, but, also, be assertive without seeming agressive.
But how do you actually collaborate to end a conflict? By negociating.
Negociation refers to the dialogue between two or more participants in order to reach an agreement or understanding in regards to a proposed situation. Negotiation can be seen as the compromising approach to a conflict unless other factors can influence this process. For instance, at a job offer negotiation, the two parties start by discussing the salary but end up compensating or finding alternative solutions to the amount of money each of the party had in mind.
When involved in a negotiontion each party will have a reservation point from which they want to start negotiating. In between the two reservation points lies a bargaining range. Somewhere within this bargaining range is the solution to the issue at hand. In the best case scenario, the two parties will meet at the middle, but as this is real life, it’s more likely that this isn’t how it goes down.
So, BATNA (Best alternative to a negociated agreement) = is the course of action taken when negociations fail. It is the most advantageous option to the desired outcome. But BATNAs can be influenced. By bringing additional information and perks, you can trip the scales in your advantage. For instance, when selling a car, by adding perks such as spare tyres or mentioning any recent total inspections could raise the value of the car. Therefore, make sure when you go in a negotiation you know not only what you can bring extra but try and anticipate the other party’s BATNA.
In conclusion to the series of posts I hope that by now you know what conflict is and the attitude you should have when entering negociations so that a succesful outcome is reached.