by Siti Ibrahim

Created on: June 10, 2009   Last Updated: June 18, 2009

Negotiation is an art. It is called an 'art' because the negotiators are likely to respond to each person or situation differently. They are not using any 'script' or prescribed set of dictated rules on 'how-to-negotiate' in the negotiation process.

During the learning stage, most 'fresh' negotiators have a manual on 'do's' and 'don't' guidelines. These guidelines are normally emphasized on how to become a professional and effective negotiator. But, at a later stage of their career, that manual would become history. The final judgment normally depends solely on the negotiator observation, either on the behavior, body language or feedback of the other party. It is based on this combination of factors they would act accordingly.

By definition, negotiation is a compromising difference between two parties to agree upon an issue.

Since it is called an art; the focus would be more on the human function. Not everybody has a suitable personal trait or characteristic to enable them to become a good and effective negotiator.

As an effective negotiator, you should have an abundance of self confidence and ability to draw a line to differentiate between self confidence and an ego. You also should maintain a little sense of humor, be a positive thinker, a practical and patient person, a good communicator and listener, have genuine interpersonal skills and be a mentally tough person. These traits would act as indispensable skills or tools for a good negotiation to take place.

In order to ensure success in any negotiation, you must keep the objectives clearly in your head at all times during the process. These objectives should act as guidelines to ensure the negotiations are at all the time relevant and moving smoothly towards the goal. Never try to gain popularity or be well liked by the other party. If this happened, the negotiation would be meaningless and a wasting of time.

To start a negotiation, sell and present the plans or procedure that you have been prepared and agreed by the management. Emphasize on the objective/s of why the negotiation took place and the benefits the other party would gain; if the negotiation successful. You, as a professional negotiator must always be ready, opened minded, be flexible, have initiative and maintain professionalism during the process. Always know your limit and never promise anything that is not agreed upon in the plan. Never try to answer all questions if you don't have knowledge on that particular issue.

If the negotiation involves a group of people from both sides, you must ensure one of your team members takes minutes of that negotiation/meeting. He/She must report the exact communication that transpired in the session. This could act as a tool to give a real, practical 'post-mortem' on the future preparation regardless of whether the existing negotiation turns out to be successful or failure.

Remember, hold and control your professionalism all the time. Never argue on any disagreement, especially with your team members during the process. Never push the other party too hard. You need to think fast and respond accordingly.

Don't worry if your first negotiation is not successful; check, do a necessary post-mortem, build professional rapport and be ready for the next negotiation with more knowledge and experience.

Lastly, it is called an art, because there is no scientific 'fact' which remains stable over time. And since it is like an art, the process of negotiation could be very 'abstract' and 'unique' too.

Learn more about this author, Siti Ibrahim.
Click here to send this author comments or questions.