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Negotiation

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DEAL OR NO DEAL? RESOLVING CONFLICT THROUGH
NEGOTIATION
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By H. Boyle
Negotiation is a specialized type of conflict resolution. We
negotiate because we have to not because we want to.
We negotiate because we cannot, otherwise, get what

we want - not unless we enlist others. However, most
people hate to negotiate. They dislike the confrontation
that negotiation sometimes involves. They experience

stress and fear. They worry that they aren't getting a
good deal. Some people will do almost anything to
avoid it.
Negotiation is a powerful method for resolving

conflict which requires skill, and experience. And,
good negotiators aren't born they are made. Anyone can improve their

skills and ability through practice and dedication. Which is worth doing
because we engage in one negotiation or another everyday and many
times a day.
Negotiation is not a spectator sport! Studies show that human

beings tend to retain 20% of what they hear; 50% of what they see; and,
80% of what they do. That's why we focus on case studies and role
plays. The evaluations show that what is most meaningful for

participants are the things they did and learned from not our lectures or
slide shows. Remember the answer to the question, "[H]ow do I get to
Symphony Hall?" The answer is the same for improving your
negotiating abilities, "Practice! Practice! Practice!!!"

Effective Negotiators Are
 Purposeful not reactive. They choose their objectives after careful

analysis and reflection rather than being "run" by their emotions.
They are well prepared and systematic.
 Explicit about process as well as substance. Most people find the
substance or "what" of the negotiation easy to talk about, but they

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Boyle H. Deal or No Deal? Resolving Conflict through Negotiation / H. Boyle. –
Available at: http://www.all-things-conflict-resolution-and-adr.com/All-Things-
Negotiation.html