N1: NATURE OF NEGOTIATION

Negotiation is a discussion between two or more disputants who are trying to work out a solution to their problem.

Negotiations typically take place because the parties wish to create something new that neither could do on his or her own, or to resolve a problem or dispute between them.

Negotiation transpires for several reasons; to approve on how to share or divide a limited resource, to produce something new, or solve a problem.

There are several characteristics common to all negotiation;

·       There are two or more parties.

·       There is a dissidence of needs and requests between two or more parties.

·       The parties negotiate by selection.

·       When we negotiate we anticipate a “give and take “process.

Mutual adjustment is one of the key causes of the changes that occur during a negotiation. Both parties know that they can influence the other's outcomes and that the other side can influence theirs. The effective negotiator attempts to understand how people will adjust and readjust their positions during negotiations, based on what the other party does and is expected to do.

In conclusion, if the "right" people are not involved in negotiations, the process is not likely to succeed. First, all of the interested and affected parties must be represented. Second, negotiators must truly represent and have the trust of those they are representing. If a party is left out of the process, they may become angry and argue that their interests have not been taken into account. Agreements can be successfully implemented only if the relevant parties and interests have been represented in the negotiations, in part because parties who participate in the negotiation process have a greater stake in the outcome. Similarly, if constituents do not recognize a negotiator as their legitimate representative, they may try to block implementation of the agreement. Negotiators must therefore be sure to consult with their constituents and to ensure that they adequately deal with constituents' concerns.