What Does Discussion Aimed at Reaching an Agreement Mean

It aims to solve points of difference, to obtain benefits for an individual or a collective, or to obtain results to satisfy different interests. It is often achieved by taking a stand and making concessions to reach an agreement. The extent to which the negotiating parties trust each other to implement the negotiated solution is a key factor in the success of the negotiations. Even before the negotiation process begins, people in a positive mood are more confident[65] and are more likely to plan a cooperative strategy. [62] During negotiation, negotiators who are in a positive mood tend to enjoy interaction more, adopt less controversial behavior, use less aggressive tactics,[66] and adopt more cooperative strategies. [62] This, in turn, increases the likelihood that the parties will achieve their instrumental objectives and improves the ability to achieve inclusive profits. [67] Compared to negotiators with negative or natural affectivity, negotiators with positive affectivity actually reached more agreements and tended to adhere more firmly to those agreements. [62] These favorable outcomes are due to better decision-making processes, such as flexible thinking, creative problem solving, respect for the perspectives of others, risk-taking, and greater self-confidence. [68] Positive effects after the negotiations also have positive consequences. It increases satisfaction with the result obtained and influences the desire for future interactions. [68] The PA, awakened by the conclusion of an agreement, facilitates the dyadic relationship that involves a commitment that creates the conditions for subsequent interactions. [68] PA also has its drawbacks: it distorts the perception of self-performance, so that performance is considered relatively better than it actually is.

[65] Therefore, studies that include self-assessments of outcomes may be biased. It is important that all parties concerned remain open in order to reach an acceptable solution. Any agreement must be perfectly clear so that both parties know what has been decided. Preparing before discussing the disagreement will help avoid further conflicts and unnecessary waste of time during the meeting. The best alternative to a negotiated agreement (BATNA) is the most advantageous course of action a negotiator can take if the ongoing negotiations end without an agreement. The quality of a BATNA has the potential to improve the outcome of a party`s negotiations. Understanding one`s own BATNA can empower an individual and allow them to set higher goals as they move forward. [34] Alternatives must be genuine and feasible to be useful. [35] Negotiators may also consider the other party`s BATNA and its comparison with what they offer during the negotiations.

[36] [Page needed] A view of negotiation consists of three basic elements: process, behaviour and substance. The process refers to how the parties negotiate: the context of the negotiations, the parties to the negotiation, the tactics used by the parties, as well as the order and stages in which all of this takes place. Behavior refers to the relationships between these parties, the communication between them, and the styles they adopt. The content refers to what the parties are negotiating: the agenda, the issues (positions and – more useful – interests), the options and the agreement(s) ultimately reached. [Citation needed] Even the best negotiators end up struggling to make things work. After all, the process requires mutual concessions. Maybe a party just doesn`t move and doesn`t want to give in at all. There could be other issues that paralyze the negotiation process, including lack of communication, anxiety, or even lack of trust between the parties. These obstacles can lead to frustration and, in some cases, anger.

Negotiations can get angry and eventually cause the parties to quarrel. Inclusive negotiation often involves a higher level of trust and the formation of a relationship. It may also involve creative problem solving aimed at achieving mutual gains. She sees a good deal not as an agreement with maximum individual profit, but as an agreement that offers optimal profit for all parties. Profits in this scenario are not at the expense of the other, but with him. Everyone tries to give the other enough advantages to stick to the agreement that gives the first party an acceptable result, and vice versa. From the agreement, a procedure must be implemented to execute the decision. It is useful to list these factors in order of priority. Thanks to this clarification, it is often possible to identify or establish commonalities. .