Why bother Negotiating?
There are generally four reasons why we become involved in a negotiation process Disagreement – there is difference about the positions of the two (or more) parties involved in the process, but the true cause may be quite different from the perceived cause and this misperception, if left unchecked, may result in conflict and unhelpful confrontation. Perceived threat – People respond to the perceived threat, rather than the true threat, facing them which may result in those people’s behaviours, feelings and responses being inappropriate to the situation. Parties involved – Sometimes our perception of who is involved in the process is incorrect, which results in people being surprised to learn they are a party to the procedure, or – and this often has grave consequences – are not included in the negotiation at all. Needs, interests or concerns – We tend to define “the problem” as one of process or task that needs to be undertaken, but this is incorrect as “the problem” always includes in
