Negotiation is the search for agreement, focusing on material interests or quantifiable issues between two or more speakers (it does not negotiate with himself, deliberates on) in a limited time. This research agreement involves the confrontation of conflicting interests on various issues (negotiating) each partner will try to make them compatible with a game of mutual concessions.
Results of the negotiations
Negotiation can lead to failure or agreement. In the latter case, a negotiation that takes place in co-op mode generally leads to an agreement in which both sides won (win-win). However, if the negotiation takes place in distributive or competitive mode, the agreement may be win-lose and unstable or lose-lose.
In other words, the quality of agreement depends as much or more of its term on the protagonists as gains.
Examples of causes of failure of negotiation:
Irreconcilable positions of the interlocutors (one of them has reached its breaking point, ie a level of concessions as it can not grant more).
Lack of time.
The agreement resulting from negotiations will most often be formalized by a contract (economic), a treaty (policy area, including Francis Walder gives an example in Saint-Germain ou la Negotiation, inspired by the story conference at which was ended in France in the third War of Religion, the Peace of Saint-Germain lasted only two years), an agreement or convention (social field, eg the Grenelle agreements), a compromise, an arrangement a compromise, a consensus.
Design of the negotiations
Trade negotiations
Two companies want to work together: one providing goods (or services) to another for a price and terms and conditions (payment periods, duration of the agreement, commitment on the quantities purchased etc.).
It must first demystify the act of negotiation: 90% of profit comes from the preparation and not face to face buyer / seller and its "technical" psychological
Milestones:
writing specifications
What are the needs of the company: volume, technical specifications, expected level of service, places of delivery, etc.. ?
This step is fundamental because it permits the streamlining and the need to put all the players in the business in tune, and secondly to address the market in a clear and identical for all.
Market Analysis
What are the suppliers? In which countries are they located?
What is their manufacturing process?
What are the major cost drivers?
What is the relationship between supply and demand?
Drafting of the tender
Tenders and analysis of results
analysis of strengths / weaknesses of each of the parties involved
Strategy
act of negotiating
It can be done face-to-face, or increasingly through Internet tools, such reverse auction
contractualisation
Bargaining association
Each bargaining union without mentioning the employer bargaining is to take the risk of falling into the rut of the double bind too often verified.
However, the negotiation of association is not the sole field of industrial activity but affects all areas of human activity.
Negotiation refers to at least two types of obligations that are the obligation to negotiate (SDO), and the obligation to negotiate (ISO).
The first falls within the structured framework of collective bargaining, the last leading to a culture of discussion and exchange of information: the management of collective intelligence.
Managing collective intelligence, which refers to the part of the DPO means an ideal organization to more or less happy as time and place.
History (World) participation, Jean Bornard, 1992 (OJ No 8900 114 V, 19 June 1989)
Political negotiation
A famous example: negotiations within the framework of the agreements Israel / Palestine;
Dealing with nuclear disarmament agreements (bilateral or multilateral);
Multilateral negotiations: World Trade Organization, Kyoto Protocol cf. § 1.1, etc..
Related terms with Negotiation
Palaver: a discussion to find a collective agreement or between two parties, with a wise man to lead the discussions
Bargaining talks to acquire or sell something at the best price. In fact it is a negotiation with a single point (negotiation), the price.
Talks conversation, conference between two or more persons, to cope, to handle business. The talks may be a precondition to negotiations.
Tractations: set of approaches, to informal talks or hidden, which involved maneuvering and bargaining.
Ask: term often used as a synonym for negotiation. It should nevertheless be noted that the negotiation is different from the sale by its object (not commercial), by the generally greater latitude given to players and the issues considered very important (we sell a car and negotiating a contract weapons).
Mediation implies the presence of a neutral, impartial, independent, guaranteeing operating rules and communications, including confidentiality, agreed with the parties. However, mediation, negotiation that results is likely to pay, ie that the parties will enter into an agreement with a concern for sustainability, retaining the assumption of a return to the Ombudsman in case of difficulty .
