Characteristics of a Negotiation Situation


The negotiation is presented as an activity of change, a meeting sponsored by the parties. These players can represent their own interests or defend the interests of a group , the role of negotiators in the latter case is much more complex due to the implementation of the mandate and expectations about their behavior on the one hand , and the need for agreement another, depending for that confidence margin were told . This situation generates what is called dual membership .


The meeting between the parties is a voluntary process designed to resolve differences .

The voluntary nature of it means that the parties may choose to join or not the process to settle their differences and accept any outcome.

There is always the desire not to agree , but sometimes incurring heavy losses for both sides , precisely to avoid the encounter is promoted because the protagonists depend on a decision that involves them , which a priori is not taken when deliberating , this is because there is a range of views regarding this decision that concerns them.

In this sense, negotiation is a joint exercise of decision-making, generally , we would say that the negotiations preceding a potential conflict precisely intervening to end hostilities.


As for where scoping exercises , we see that negotiation occurs in all kinds of social system contributing to its continuity.

In any social system , even in the most repressive , the established order is always a negotiated order in so far as the decision of a party involves the agreement of other parties who have some power over the first.

This phenomenon is found in all models of society as a way of permanent connection .

Negotiation enables articulate , organize and perpetuate various forms of social interaction , nations negotiate as do governments , employers and trade unions , parents and children .

As noted Chalvin , negotiation emerges as one of the last attempts to maintain social connections .


In the dynamics of the negotiation are involved the concepts of divergence and cooperation.

The effort to resolve their differences and reach a decision on the distribution of resources among the parties involved embark on a social relationship in which both together common and divergent interests , where the parties have simultaneously confronted with incentives to cooperate and incentives to compete.

Through negotiation , the parties resolve the dilemma competition – cooperation while maintaining or improving their positions and thereby protecting it from other groups or individuals. They get so keep conflict within acceptable limits , trading in this sense is not a debate , it’s a conversation without order.

Negotiating conflict is playing cooperation , the product of negotiation is formalized in terms of commitment representing roughly calculated result of a series of reciprocal concessions .


Is required in any case of a power relationship between the parties to the negotiations for this result arises. This relationship can be statutory order , the standard hierarchical can say who must negotiate and who is not.

The standard may be charismatic staff , may represent that power in their area ( the oldest place )

It can be as a phenomenon of competence on the matter.

You can also represent someone who is the result of an alliance of interests between the parties.

As noted Chalvin , it is necessary to negotiate when the reasons do not require power , we would say that is not traded on principle , negotiations with a given situation of the parties .

Without any power relationship between the parties one of the parties could take unilaterally imposed obligation to the other . When the power of one is greater than the other negotiation has no reason to be and will be replaced by domination

June . – Interdependence RELATIONSHIP

According to social exchange theory of Thibaut AND KELLY , dependency exists when an actor results are determined by interpolation between their behavior and that of others .

Based on this principle suggests that negotiation arises from two circumstances :

The scarcity of resources creates competition among those who need the same resources on one side and the other an unequal allocation of itself that creates the need for exchange between the parties the different resources needed by each . This theory has also been studied by BACARACH LAWLER .

Rubbin , summarizes the character of relationships in defining negotiation that negotiation is ultimately the very interdependence of the parties.


Trading relations between the parties , involving efforts to influence perception and the other party assessment of the situation made ​​by tactics such demands , threats , concessions , promises , in fact each party uses its perceptual abilities to disrupt the opponent’s tactics , while the latter conveys the impression you created.

The critical tactical . Is to manipulate the perception of power through tactics such as exaggeration, the boasts and argumentation.

The negotiation about creating a mutually acceptable definition of the relationship of power that will be the most beneficial way possible for each .

At the end of the process each party is motivated to comply with mirror image received from the other party.

Each actor , you need two sets of skills to persuade the other hand the direction of boast. On the one hand the need to project or put in the place of another and otherwise pose a situation consistent with self – projected image.


If negotiation is an encounter between the protagonists, the result of confrontation during a deviation observed , requires each party holds a target to attack and leeway to reduce divergences.

It is necessary to have resources for concessions, a situation typical of negotiation is to be tactically prepared . Armed with arguments from the competitive and the cooperative aspect concessions .


The negotiation is replaced by one side in the existence of cooperation for the sake of the survival of the system.

On the other hand in maximizing the goals and interests of each party.

This individual desire to maximize the interests and collective desire to achieve an equitable, cooperative aspect involves a conflict of the parameters involved .

In this respect the loyalty and organizational integration are key elements sought to develop consensus ideology by advocating that the survival needs of the negotiation is binding on all the others and that each party has to avoid instability and maximize loyalty for the bargaining power is strong, consistent and durable.


The pattern of relations during the negotiation is sequential rather than simultaneous . The whole point is that given sequential assessment exchanges , decision, down to an acceptable result.


20 Respuestas a “Characteristics of a Negotiation Situation

  1. In my opinion there are four principles characteristics for a good negotiation:
    the first is the planning: the parties must plannig the way to negotiate, through the knowledge about the other party and the object of the business.
    the second is the purpose: Negotiating is a process of offer and counter offer, of concession and compromise by which both parties reach an agreed position and outcomes.
    The purpose of the negotiator is to persuade an opponent and at the same time find a solution to the problem that is satisfactory to both parties.
    the third is foundations of negotiation: never reduce it at just one issue, understand that different people want different things, the price is not only the important in the negotiation.
    the fourth is feedback: the parties have to find the acceptable solutions of the issue, that have communications and the agreed solutions are implemented

  2. In my opinion there are several principles that must be followed in order to bring the negotiations on track.
    • Adopt a win-win.
    • Understand and apply the concept of leeway depending on each country.
    • Understand the differences between national and international negotiation.
    • Consider the cultural elements of the country in which it negotiates.
    • Know how to plan the negotiation, distinguishing between each of the stages.
    • Learn the techniques used to advance a deal and close the deal.

    These principles are very important in the development of a negotiation as to guide decisions and situations that can have on the process for closing.

  3. when we perform a negotiation, it is important to consider various aspects before and during the development of the same. These aspects must plan what we offer and discuss with the other hand, the benefits, advantages and disadvantages, at the time of the proposal is important to know the reactions that the other party might have and help us to generate an idea of interest or not in the negotiation, it is important to develop and mention the strengths that you have in order to persuade and negotiate to close successfully, always looking for the benefit of both parties.

    during the development of negotiation is important to identify the needs of the other party and to use them to our advantage, offer what they seek, this will help us get positive

  4. As we know the negotiation is characterized as a battleground between the negotiating parties. The correct handling of the situations that might arise during this activity and it can result in the success or failure of negotiation.

    It is very common to found some differences between the parties since the two try to get their own profits at all costs but the most important thing in a negotiation situation is? is that both parties can win or engage a neutral point where both the situation suits them that is the answer and the goal of all the negotiations situations.

    To better understand this topic I basing on my experience, trading is the daily bread in my work since I woke I am exposed to multiple situations of negotiation from what I have choose to wear, to have breakfast, to buy or not to invest.

    But the most difficult situations are with my suppliers and my customers, since the behavior they have with me as I have with them may end up not buying or selling the goods and obviously that is not the matter for all the business. For that reason I have to understand them and be polite and serviceable in order to evade confrontations whit them and achieve my sales goals and have successful commercial relations ships whit them.

    In conclusion, I want to have successful sales negotiations with my clients and avoid confrontations with them. For me the best strategy to be kept in mind is the win-win because all need each other and if you can maintain a happy customer or supplier relationships the benefits can be very large.

  5. I think that when you make a negotiation, you must take into account several aspects involving bargaining. It is important to know well the situation, problem, change, and modification, or topic of interest to discuss with stakeholders.
    All part of a process that should be known to carry to reach the desired goal

  6. For a negocicacion be successful must perform a detailed preparation are taken intoaccount the customer needs, our goals, we will have limits in the negotiation, ie as far as I can assign or win.

    This information will be used to present offers and through argumentation and exposition of interests to reach a consensus or agreement that benefits both parties, being importamte, at this stage appropriately use active listening, pay attention to verbal and nonverbal as this will give clues to the meanings which is leading the negotiations, so as to meet our client or openente.

  7. Negotiation is an art because not everyone can do.
    To be a good negotiator you need to know your competition, all its weaknesses and strengths.
    You need to prepare very well for you to achieve a successful negotiation.
    You need a solid strategy and give a strong offer So in the end can achieve closure therefore desired that the negotiation.

  8. Is important to bear in mind: know very well and exactly the topic to negotiation,
    be aware of the politic of the negotiation, cooperate with the other parth,
    be flexible and honest, accept the changes and points of view,
    resolve conflict, know the stregths, weaknesses, oppotunities and threats,
    that way affect or contribute to the negotiation.

  9. In my opinion, the negotiation must be accompanied by different aspects,such as, knowledge, skills and attitudes.

    So, need to analyse the objectives and interests; listen, seek information, and give information; influence the other parties to the negotiation towards accepting your objectives; recognise when you have to concede and when you should stand your ground; recognise when you need finish the negotiation.

    During the negotiation, is important to pay attention on the attitudes and gestures of the opponent, to get to know the progress of the negotiation

  10. Knowing each of the features is very important because we need to conclude these negotiations essential elements.

    In every moment of our life is negotiated either family, friends, company, customers, etc.. Negotiation is the key to win something you want.

  11. I think a good negotiator has the following features:

    1 A good communicator
    2 He is a good listener
    3 He is knowledgeable
    4 He is analytical
    5 He is decisive

    When negotiating an agreement, should approach step by step. First, you have to plan, which involves data collection and research. This is where the attention of the negotiators on the deal come.

  12. We negotiate all time for example when we decide to have dinner,wich program we are going to watch, to sell or purchase products, etc.


    1. There are two or more parties. that is:
    two or more individuals,groups or organizations.
    2. There is a conflict of interest betweem two or more parties.
    3. The parties negotiate because they think they can use some form of influence to get a better deal that way than by simply taking what the other side will voluntarily give them or let them have.
    4. The parties at least for the moment, prefer to search for agreement rather than to fight openly, have one side capitulate, permanently break off contact,or take their dispute to a higher authority to resolve it.
    5. When we negotiate, we expect give and take.
    6. Successful negotiation involves the management of intangibles as well as the resolving of tangibles.

  13. If we talk about the characteristics of a negotiation should always be clear about the objectives, subsequently look to define the objectives we proceed to define where we will hold this meeting, you should always try to be cited in a comfortable place to talk quietly especially when talking about large amounts of money.

    It is important that the counterparty this before us to clearly visualize any kind of gestures being performed, can incorporate language clearly define if we can begin to “attack” our merchant, sosteniento clearly the point at which we must arrive or if this is our only option obterner what it takes.

    That’s why the following are the characteristics of a successful negotiation:

    1. Good communication.
    2. You get a permanent and lasting relationship.
    3.Commitments and agreements were reached well planned and realistic, taking into consideration our interests, those of the counterparty and third parties who are not on the negotiating table (final consumer).
    4. The agreements are the result of evaluating alternatives and options.
    5. These agreements or arrangements, should not present ever, something that one of the parties is reached or sorprenddo feel cheated.

  14. Negotiation as a process has 4 steps:
    Planning: It is when studying the cultural, economic, social, and all aspects that allow us to know the habits and customs with whom you want to do a business. It’s about creating the objectives that you want to go. Also in this step from analysis plan different strategies to help us achieve success in trading, just as to be prepared, such as handling objections, or the approach to the customer.
    Opening: the way I’m going to direct the client, and is a primary part because it is the first impression that is causing the client, at the opening have to show safety, kindness and concern for the customer.
    Treatment: the party is trying to reach an agreement in this step you have to be very careful to listen carefully to what the other party says, because this depends on whether or not to close the business, you can reach different agreements with so that both parties are satisfied.
    Closing: The final step of the negotiation, in this part of terms arise, to finalize the deal. It is very important that after the closing, tracking customers.
    Negotiation must:
    Being between two or more people
    Having Good Communication
    Play both sides.
    Having customer information.
    Being a process in order to have benefits for both parties
    Honest and ethical.

  15. The process of negotiation has several characteristics such as :
    – is a voluntary process
    – there are two or more parties
    – there is a conflict of needs and desires
    And the successful negotiation involves:
    – management of tangibles ( the price or the terms og agreement)
    – resolution of intangibles ( the underlying psychological motivatios)
    such as winning, losing, saving face .

    I think that the characteristics of the negotiation generally are the same but the situations always are different and the arguments changes depend of the purpose of the negotiation.

    By Ricardo Vega León

  16. In any negotiation there are a variety of resources possible to use, but not all are applicable to any situation. Therefore, before undertaking a negotiation is essential to make an accurate assessment of what is the scenario in which you are located.

    To be a good negotiator should be considered these basic skills:

    – It is flexible and a good listener. Fuel negotiation is essential in communication. Who listens only to himself be unable to detect what interests seeks to satisfy the other party.

    – Properly informed about the aspects that are considered relevant when resolving a conflict or close a deal.

    – No trust. Continuously checks the data used in the negotiating table.

    – Seduced know, set clear boundaries, use humor as a communication and emotional factors related to the other party.

    Alejandra Aguirre

  17. The negotiation process is rather complex, and
    therefore depends on many factors the possibility of its
    effectiveness. Not only should you know how to speak to be good
    negotiator, but you also have to know how to listen, how to get there
    specific point, namely lead the conversation, know how you feel
    in some way to your partner, knowing even get in the
    shoes of the other person, to know and want to give others.

    in my opinion the negotiation process is based on four aspects iportantes the opening of trading, information and knowledge of the product or service, feedback from both parties for the settlement of a negotiation and finally the cirre where both parties are satisfied with the negotiation

  18. When you have as goal to do a successful bussines you have to take into account the Characteristics of a Negotiation Situation, due to is easier because know that information.

    Is important to remember that each negotiator has its own forms and techniques of negotiating and negotiation depending on the applied.

  19. As anteriormente discuss the negotiation is part of our lives, for this razon we will have learn to to negotiate and know more the problem , or the product to buy or sell, even to enrich our culture, vocabulary and experience.

    We also have to be clear what our goal, taking into account the idelogía win-win. Because if we overlook this point could not considernos good businessmen, if we think only in opportunistic win convertiremos us.

    By, Edith Méndez

  20. ‘Negotiating’ is a term used a great deal nowadays, in newspapers, on television and on radio. It often seems to imply that only large companies or whole countries are involved, not individuals. However, we all frequently have to negotiate, even though we may not realise it.
    In fact, all human interactions are characterised by some sort of negotiation between or among people trying to give to and take from one another. This process of exchange is continual and often goes unnoticed. Take time for a moment to consider why you occupy the position that you now do. How much negotiation did it take – at home, at school, at work, elsewhere – to enable your occupation of this position? Negotiating may be thought of as a process of bargaining to reach a mutually acceptable agreement.

    Roel Gonzalez


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