Dimensions Of Negotiation

Negotiation has been an intensely canvass and researched topic in the fields of business, governance and psychology since past many years. The grandeur of dialogue stems from the fact that it is an inter-personal exploit of colloquy that concerns the principle of direct approach to individuals. With increase recognition of communication as a premier engaging strategy in impinge resolution and ensuring smooth organisational affairs, a critical parameter for supremacy and growth in straight offs environment, negotiation has gained considerable emphasis and focus.Although negotiation is a part of communication strategy, today it has emerged as an independent communication placement with its own edgees and life cycle. The major balance of negotiation include, negotiation as a process of involution management, negotiation as a inter-personal process, architecting the process of negotiation, and third fellowship negotiation. Among these , the two major dimensions of negoti ation atomic number 18 conflict management and third society intervention.Negotiation and conflict management . Negotiation, as a part of managing conflict, requires interested parties to trade proposals for liquidation that include, out of court settlements, business contracts, corporate bargaining contract etc (Womack, 1990, 32). As Womack nevertheless elaborates, generally the process of negotiation speak through motives that argon both combative and cooperative.The approach of communication in the broad(a) process of negotiation is business organizationed with the messages that atomic number 18 transferred among negotiators and the concerned parties. dialogue intervenes in the process of negotiation through its both verbal and nonverbal forms and constitutes the undefiled base on which the goals and terms of the bargain are negotiated. Communication plays the central role in non only developing the relationship among the parties in conflict, but also in find out i ts direction.It is also central in all form of bargaining process, whether the bargaining is through for organizational form of conflict management, involves conflict resolution, negotiation on legal agreements or for negotiation in inter-group an intra group conflict. The entire role of communication in negotiation processes and strategies is quite vast and it ranges from defining the conflict issues, selection and implementation of strategies to positing and defending the practicable alternatives and finally abeting in attain on a solution (Womack, 1990, 35).In some(prenominal) studies on communication research, especially those involving naughty theory, communication was not considered central to the process of negotiation. Experiments showed that even when bargainers and negotiators relapseed to communication, it was more for threatening than cooperating and collaborating. Womack quotes Deutsch (1969) to asseverate that back in 60s communication was considered as an unr eliable approach in cave in conflicts through negotiations.Moreover, there were fears that poor communication forms could result in mis instruction, errors and possible minus outcomes. There was an additional perception that owe to competitive natures of negotiations, effective and open carry of communication were not possible. Some of these findings birth valid in disputes, particularly that are distributive in nature and concern with business and marketing segment, it has been nonetheless detect that where the goal is to achieve integrated goals, a problem solving approach whole works in excellent way.Womack (1990) further cites Lewicki, Weiss and Lewin, (1988), fisher and Uri (1981), Lewicki and Litterer (1985) and Walton and Mckersie (1965) to state that negotiator resort to using multiple formal and versed communication channels to redefine the issues, present analysis of causes that offer difficulties in declaration the conflict and finally, through sharing of informat ion and assessment of needs, help to identify the complete range of possible alternatives and solutions that are satisfying to mutual interests and needs of each caller in the deal.These approaches lead to negotiation strategies that involve greater participation by irrelevant parties, positively contributing to the increased chances of success in reaching settlement through more alternate solution.Some of the communication strategies adopted during negotiations on the group and organization levels in managing conflict include use of conjuration themes, interpretive themes, and stories and rituals that provide scapegoats to the involved parties and harbour them external reasons to come out with excuses, reasons and justifications to deposit each others behavior, thereby preventing the chances of negotiations being stalled (Womack, 42).It is of first importance that a mediator should present a completely neutral and unbiased image in front the conflicting parties to win the ir confidence and sureness in the ability of mediator to help in achieving possible outcome in conflict. The communication skills of mediators should present them as individuals exculpate of gender, racial or ethnic biases. along with this, successful mediation also requires audition skills on part of the mediator. It helps mediator to get word the current position of each companionship in the conflict as wellhead inspire them with confidence in the disinterest of the mediator.