This essay does not aim to find the fifth element' of negotiation that will save the world and Bruce Willis at the same time. In this paper we are looking for the eighth element of a negotiation which is aimed to resolve the conflict between two people. Fisher and Ury have given us seven key elements for the negotiation process but one wonders if there is an eighth element that theorists have failed top identify so far. This element is beyond the rational logic of negotiation but is inherent and essential. This element is the inner personality of the negotiators. In this paper, we will look deeper into this element and explain why it is so important for the process of negotiation. We will demonstrate the benefits of taking this into account. Then we will see what means we can use to better understand the personality of our interlocutors.
I. The eighth element of negotiation
Theorists of negotiation Roger Fisher and William Ury identified seven key elements that determine a negotiation process. These are:
1. The parties' interests
2. The BATNA (best alternative) that is available to them
3. The options that are available to the parties i.e. the different possible outcomes
4. Criteria of legitimacy, credibility to the applications made to the other party
5. Work on the relationship that establishes trust and respect between players
6. Communication: make sure that what we say is perceived and understood by the interlocutors
7. Commitment: we need to finish a discussion with a clear commitment to meet again and sign the agreement or continue the talks.
Tags: negotiations, 8th element of negotiations, resolving of conflicts
[...] This technique is not always reliable because some people are less ‘transparent' than others. People who know these processes can learn to hide these signs of their personality. Finally, these techniques based on psychology and the analysis of a personality is not 100% reliable. One can rationalize that personality is illusory and unnecessary as inherently contrary to the definition of personality. The eighth element is the most difficult to grasp and control in a process of negotiation. [...]
[...] I personally felt the weight of my personality in my last negotiation. I was a HBSB representative for a merger and was ready to sign with BPN while ignoring CLC when it abused its position and demanded an unreasonable share. I was offended by its reaction and preferred to leave with my head held high rather than succumb to his blackmail. This was an even greater gain for me. The role of a mediator is particularly understanding, a mediator is a neutral third party who has to listen to and understand the parts of the negotiation and seer them toward an agreement of conflict. [...]
[...] These personality differences had an impact on the progress of the negotiation. Therefore, it is essential and necessary to take into account the personalities of the people who are involved in the negotiation process. Learning to understand the other person brings as many benefits as are mentioned in Part II. II. Benefits of factoring in the other's personality in a negotiation Thinking about the personalities of the members present in a negotiation can give you many advantages in the process of conflict management. [...]
[...] Knowing how to decode these indices offers one a great advantage in the negotiation process. Mediators have a vested interest in learning to understand these practices and help the parties reach a settlement. A mediator must be endowed with a set of traits such as being a great listener, having a developed and analytical mind, a calm and determined personality. A mediator must be able to detect the personality of the negotiators that are involved in the conflict and the ability to anticipate their reactions through the clues they leave is an essential tool. [...]
[...] Commitment: we need to finish a discussion with a clear commitment to meet again and sign the agreement or continue the talks. An eights element is present in the negotiation process but is not stated above. This element is the personality of the actors. The dictionary defines personality as "that which essentially belongs to the person, of his own that makes him, himself and not another." Every human being is defined by the values and ideals that he developed from his background or education, governing ideas and proposals. [...]
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