Day19 - Negotiation

Today lecture was a guest lecture conducted by, Attorney-at-Law Mr Chamila Talagala in the topic of 'negotiation'. Objectives of this lecture were to identify and improve negotiation skills. Following are some topics discussed during the lecture,

What is negotiation?

Negotiation is a process by which two parties with an interest in the same issue seek to reach an argument that is acceptable to both sides.

As Mr Talagala explained, negotiation is a personal choice. After explaining basic concept of negotiation, there was an exercise to identify styles of negotiation. According to Thomas and Kilmann there are five styles of negotiation (ways or methods of negotiating).

1)     Competing.

2)     Collaborating.

3)     Compromising.

4)     Avoiding.

5)     Accommodation.

Before using above mentioned methods, there are few skills that he/her needs to be developed. Skills like,

1)     Search for interest – Search for what each party requires.

2)     Try to understand – Listen to others and encourage.

3)     Control emotions.

4)     Avoid the presumption of evil.

5)     Break down bigger problems to smaller ones.

6)     Move away from blame.

7)     Maintain integrity.

In negotiation theory, BATNA (Best alternative to a negotiated agreement) is the best way to come up with a solution for a party if the current negotiations fail or acceptable agreement cannot be reached.

WATNA is worst alternative to a negotiated agreement. This is useful in evaluating whether to walk away from an agreement.

After explaining BATNA and WATNA, Mr Talagala concluded the session.

Reflection of today's lecture

Today lecture was an interesting lecture because negotiation is something that everyone encounters in their lives. I learnt that there is a methodical way to conduct a negotiation. I realise that there are many negotiation methods that we can use to negotiate with another party rather than doing things with no thinking. To use these methods we have to practice negotiation skills as well. Overall this was a successful lecture which gave us knowledge about how to negotiate things in life. I would like to personally thank Mr Chamila Talagala for delivering a useful lecture for us.