323
INFO-2073
Primljeno / Received: 2012-02-11
UDK : 659.3:654.0:007
Professional Paper / Struni rad
Abstract
Reduced to its essence, negotiation is a form of
interpersonal communication. Good communication is the most important prerequisite for successful negotiations. Communication is a twoway street that requires everyone involved to
exchange messages. The goal is to make the own
position or proposal understood by the other
party, and this relies on communication ability.
Therefore, negotiators need to express themselves
clearly and concisely in order to speak with a
devotion to the purpose of the negotiation. They
should have both verbal and non-verbal skills in
order to communicate effectively. There are certain techniques that can improve communication
skills in a negotiation. In addition, successful
negotiation requires accepting the other person
despite differences in values, beliefs, education,
ethnicity, or perspective. Communication processes are critical to achieving negotiation goals
and to resolving conflicts. However, communication processes vary according to the formality of
the negotiation situation. As the rules and procedures of negotiation, become increasingly detailed and specific, the impact of communication
becomes less significant.
Negotiation
Negotiation is a dialogue between two or more people or parties, intended to reach an understanding,
resolve point of difference, or gain advantage in outcome of a dialogue, to produce an agreement upon
courses of action, to bargain for individual or collective advantage and to craft outcomes to satisfy various interests of two parties involved in negotiation
process. Negotiation is a process where each party
involved in negotiating tries to gain an advantage for
themselves by the end of the process. Therefore, neISSN 1330-0067
Saetak
Reducirano do svoje biti, pregovaranje je oblik
komunikacije meu osobama. Dobra komunikacija je najvaniji preduvjet uspjenog pregovaranja.
Komunikacija je dvosmjerna ulica koja zahtjeva
od svakog sudionika razmjenu poruka. Cilj je
drugoj strani uiniti razumljivom vlastitu poziciju
ili prijedlog, a to ovisi o sposobnosti komuniciranja. Zato se pregovarai trebaju jasno i koncizno
izraavati kako bi predano govorili u odnosu na
svrhu pregovaranja. Ako ele efektivno komunicirati, moraju imati i verbalne i neverbalne sposobnosti. Postoje odreene tehnike koje mogu poboljati komunikativne sposobnosti u pregovaranju. Uz to, uspjeno pregovaranje zahtijeva prihvaanje druge osobe bez obzira na razlike u vrijednostima, uvjerenjima, obrazovanju, narodnosti
ili stavovima. Komunikacijski procesi su kritini
za postizanje ciljeva pregovaranja i rjeavanje
sukoba. Ipak, komunikacijski procesi se razlikuju
ovisno o formalnosti pregovaranja. Kako pravila i
procedure pregovaranja postaju detaljnija i specifinija, utjecaj komunikacije postaje sve manje
znaajan.
gotiation is intended to aim at compromise. Negotiation occurs in business, non-profit organizations and
government branches, legal proceedings, among
nations and in personal situations such as marriage,
divorce, parenting, and everyday life. Negotiations
have particular importance in business. Some people
say that the business life is a permanent negotiation
with other people who are defending their own interests. Many people wrongly assume that nothing
is negotiable unless the other party indicates that this
is the case - a more realistic view is that everything is
Coden: IORME7
negotiable. There are numerous definitions of negotiations. The simplest and most precise one was
given by Richard Shell, in his book Bargaining for
Advantage /1/ wherein he defines negotiation as an
interactive communication process that may take
place whenever we want something from someone
else or another person wants something from us.
The list of reasons for choosing to negotiate is long.
Among them are /2/:
o Test the strength of other parties;
o Obtain information about issues, interests and
positions of other parties;
o Change perceptions;
o Buy time;
o Bring about a desired change in a relationship;
o Develop new procedures for handling problems;
o Make gains;
o Solve a problem.
Even when many of the preconditions for negotiation
are present, parties often choose not to negotiate.
Their reasons may include:
o Parties are fearful of being perceived as weak by a
constituency, by their adversary or by the public;
o Discussions are premature. There may be other
alternatives available--informal communications,
small private meetings, policy revision, decree,
elections;
o Negotiating could intensify the dispute;
o Parties lack confidence in the process;
o There is a lack of jurisdictional authority;
o Authoritative powers are unavailable or reluctant
to meet;
o Meeting is too time-consuming;
o Parties want to avoid locking themselves into a
position; there is still time to escalate demands
and to intensify conflict to their advantage.
Whilst there are an infinite variety of negotiation
scenarios, most negotiations are defined by three
characteristics:
1. There is a conflict of interest between two or more
parties. What one wants is not necessarily what the
other want.
2. Either there is no established set of rules for resolving the conflict, or the parties prefer to work outside
of an established set of rules to develop their own
solution.
3. The parties prefer to search for an agreement
rather than to fight openly, to have one side capitulate, to break off contact permanently or to take their
dispute to a higher authority.
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Coden: IORME7