Editing Negotiation (section)

=== Stages in the negotiation process ===
Negotiators do not need to sacrifice effective negotiation in favor of a positive relationship between parties. Rather than conceding, each side can appreciate that the other has emotions and motivations of their own and use this to their advantage in discussing the issue. Understanding perspectives can help move parties toward a more integrative solution. Fisher ''et al.'' illustrate a few techniques that effectively improve perspective-taking in the book ''[[Getting to Yes]]'', and through the following, negotiators can separate people from the problem itself:

* '''Put yourself in their shoes''' – People tend to search for information that confirms their own beliefs and often ignore information that contradicts prior beliefs. To negotiate effectively, it is important to empathize with the other party's point of view. One should be open to other views and attempt to approach an issue from the perspective of the other.
* '''Discuss each other's perceptions''' – A more direct approach to understanding the other party is to explicitly discuss each other's perceptions. Each individual should openly and honestly share their perceptions without assigning blame or judgment to the other.
* '''Find opportunities to act inconsistently with their views''' – The other party may have prior perceptions and expectations about the other side. The other side can act in a way that directly contradicts those preconceptions, effectively conveying that the party is interested in an integrative negotiation.
* '''Face-saving''' – This approach justifies a stance based on one's previously expressed principles and values in a negotiation. This approach to an issue is less arbitrary, and thus, it is more understandable from the opposing party's perspective.<ref name=":1">Fisher, Roger, Ury, William, & Patton, Bruce (1991). Getting to yes: Negotiating agreement without giving in. Penguin: New York. Chapter 2</ref>

Additionally, negotiators can use specific communication techniques to build stronger relationships and develop more meaningful negotiation solutions.

* '''Active listening''' – Listening is more than just hearing what the other side says. [[Active listening]] involves paying close attention to what is being said verbally and nonverbally. It involves periodically seeking further clarification from the person. By asking the person exactly what they mean, they may realize the negotiator takes them seriously and is not simply walking through a routine. The Australian Mosaic Project Services business commends "proactive" rather than just "active" listening, in which more emphasis is placed on the asking of questions as well as listening actively to the answers given.<ref>Mosaic Project Services Pty Ltd., [https://web.archive.org/web/20120318101334/http://mosaicprojects.com.au/WhitePapers/WP1032_Win-Win_Negotiating.pdf Win-Win Negotiations], archived 18 March 2012, accessed 12 January 2024</ref>
* '''Speak for a purpose''' – Too much information can be as harmful as too little. Before discussing an important point, determine exactly what to communicate to the other party. Determine the exact purpose that this shared information will serve.<ref name=":1" />