Negotiation

Negotiation is a process involving two or more people of either equal or unequal power meeting to discuss shared and/or opposed interests in relation to a particular area of mutual concern.

As a process, negotiation has three dimensions. First, negotiation is an educational process: it enlightens the other side about your team's concerns, perceptions and aspirations. Second, negotiation is a problem-solving process: inevitably the parties involved have different perspectives that must be reconciled if there is to be progress. Third, negotiation is an interdependent process: workable and sustainable progress depends on building a cooperative relationship with the other side. In general, negotiating a workable balance among competing interests requires a combination of direct and indirect diplomacy, discussion and consultation, compromise and concession, and above all, flexibility.