Question

What is the easiest way to understand both parties ' respective interests in the process of negotiations?

Answer 1

Negotiation is the process of communication between two parties to reach a common conclusion that would be beneficial to one or all the parties by avoiding the arguments or disputes. It is very necessary to build a relationship with other counterparts in the process of negotiation and make the negotiation deal win-win for both parties. Both parties should understand each other respective interests, needs, aim and differences before reaching a common conclusion. Both parties or negotiators need to find solutions that address both party's interests and also be clear about our own interests to explain or represent another party in the negotiation process.

Positive negotiation is important to form the relationship that improves trust between parties and bargains on the level that beneficial for both parties. There are many methods that will help in understanding both parties' respective interests in the process of negotiations, that are discussed in the below points,

a. Two-Way communication:

Both the parties should be given enough opportunities to discuss the matter and conflicts they are facing in the negotiation process. The other party should respect and try to solve the issues and provide better solutions to the conflicts the counterparty has. This helps in building trust and a positive relationship between them and they can reach better and win-win solutions for each other. No party should blame each other for the issues and try to focus on solutions rather than problems.

b. Focus on interests not on positions parties has:

Both parties should focus on interests, needs, demands and opportunities that they could have in the negotiation process rather than focusing on their positions in the process of negotiation. They should not hold only one or two points that could be beneficial for them but also think about the interests of the other party by asking directly to them. Both parties should provide support with accurate and enough information to understand the situation and project properly.

c. Provide Alternative Solutions:

Rather than discussing a single solution, both parties should have multiple and alternate solutions so that they can discuss and brainstorm properly and can select the best solution that give benefits to both parties. This is the one of the best skill of a good negotiator to spend enough time to finding a number of ways to meet and understand the interest of both parties rather than thinking only about self interests.