On Negotiation

Negotiation is often thought of only as deal-making.

That would be two or more people talking directly with each other in order to divide a fixed pie of resources.

Negotiation is much more than that! In fact, we are always negotiating!

Negotiation is much more than haggling over resources, or bargaining over price. Negotiation is involved daily in making decisions and resolving disputes in every aspect of life and business. You do it at home–even with a two- or a ten-year old. You do it at work over projects, salaries, vacations and deadlines.

And, you do it FOR work. You negotiate on behalf of your team, your boss, your organization or your company. Sometimes, you do it for your country!

Negotiation is about claiming and creating value.

And, you, as a negotiator, must know what value you want and how you plan to claim it. That’s when the pie is fixed. Creating value is focused on increasing the resources available to divide. This leads to creating a negotiated agreement on dividing that enhanced set of resources.

In most negotiations, you will continue to work with, live with or meet with your negotiating partners again. Therefore, in most cases, you want to have the skills and take the time to create value. This enhances both resources and relationships.

Dr. Rhoberta Shaler can help you become a skilled negotiator. She can also help you plan your negotiation, or sit on your negotiation team.