6.Clarify the Goals of Negotiation

6.Clarify the Goals of Negotiation (NHI)
It is essential to have a clear understanding of what the other side is seeking to achieve. This is not always what they initially state as their aims.
Looking at interests often allows for an understanding of the real goals. Similarly, it is worthwhile clearly stating what your own goals are so that both parties can work together to seek mutual benefit.
Hardened ‘old school’ negotiators such as old-style union officials will often maintain that stating your goals undermines your position.
This is only true if you are using a ‘Win-Lose’ negotiating style. If you are looking for common ground, and a ‘win-win’ situation, then stating your goals assertively and openly is the first step to success.
State the Issues Clearly
It is important to identify the real issues involved and discard those that are not relevant.
This enables the focus of the negotiation to remain firmly fixed on the interests and differences of the individuals involved, without argument spreading to other areas of work.
You may find it helpful to write on a white board or flip chart the areas of interest, and those which you have agreed are not relevant for the discussion. That way, if one person goes off at a tangent, others can point out what was agreed.
Remember, though, that as negotiations proceed, other areas may become important, and may need to be added to the list.
Different people have different interests. What you regard as essential may be viewed by someone else as trivial. By setting out all the issues clearly at the beginning of the negotiation, and also making clear which are more valuable to you, ‘win-win’ areas become clearer.
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Consider all Viewpoints
During negotiation, a great deal of time can be spent in establishing the facts. However, it should be realised that ‘facts’ tend to provide another area over which to disagree, because people can see the same situation and events in completely different ways. Another person’s worries, even if totally unfounded, are still real worries and need to be taken into consideration.
Conflicts often arise because of differences in personal viewpoints. Remember that to accept and understand someone else’s viewpoint does not imply agreement with that point of view. Rather, it shows respect for the person and the wish to work together to find a mutually satisfactory solution.
Similarly, it is helpful to encourage the other person to understand your viewpoint. An open, honest and accepting discussion of the differences in perspective will often help to clarify the issues and provide the way forward to a resolution.