Clarifying meaning

It is essential to have a clear understanding of what the other side is seeking to achieve. This is not always what they initially state as their aims. 

Looking at interests often allows for an understanding of the real goals. Similarly, it is worthwhile clearly stating what your own goals are so that both parties can work together to seek mutual benefit.

State the Issues Clearly

It is important to identify the real issues involved and discard those that are not relevant. 

This enables the focus of the negotiation to remain firmly fixed on the interests and differences of the individuals involved, without argument spreading to other areas of work.

Consider all Viewpoints

During negotiation, a great deal of time can be spent in establishing the facts. However, it should be realized that ‘facts’ tend to provide another area over which to disagree, because people can see the same situation and events in completely different ways. Another person’s worries, even if totally unfounded, are still real worries and need to be taken into consideration.

Conflicts often arise because of differences in personal viewpoints. Remember that to accept and understand someone else’s viewpoint does not imply agreement with that point of view. Rather, it shows respect for the person and the wish to work together to find a mutually satisfactory solution.

Similarly, it is helpful to encourage the other person to understand your viewpoint. An open, honest and accepting discussion of the differences in perspective will often help to clarify the issues and provide the way forward to a resolution.

Clarify Meaning

Good communication skills are essential for negotiation.

Improving and developing your communication skills will help to minimise the problems associated with misunderstandings in negotiation.

Such skills include:

·        Active Listening

·        Questioning

·        Reflecting and Clarification

·        Verbal Communication and Non-Verbal Communication

By developing a good understanding of communication, you increase the possibility of successful negotiation. But even more importantly, you maintain your relationship with the other person or people for the future. Spending time clarifying and agreeing what all individuals have said (rather than assuming that you know what they intended to say) will ensure that misunderstanding of meaning is kept to a minimum.