IMPORTANCE OF NEGOTIATION

BY SUMAIRA SALEEM

We often think of negotiation and coercion as the two main ways of solving a dispute of the two we prefer negotiation. The primary cases we have used to represent coercion and negotiation have each had elements of both processes. The “Falkland Islands” controversy can also be seen as a case study of international negotiations, and the “UAWGM” negotiations of 1970 clearly included coercive aspects.

HOW TO NEGOTIATE?
1. Separate the people you are dealing with from the problem that you have with them. Concentrate on the problem without denigrating the other party, and make your relationship with them as positive as circumstances will allow. Remember that they have important needs and values, just as you do.
2. Focus primarily on interests, not positions, when the other party presents a bargaining position, seek to uncover what interests are behind it. Then try to focus the discussion on how these interests of the other party, as well as yours, can be best met.
3. Before coming to an agreement, make sure all main options have been considered. Both for you and for the other party. Invent options that may not be obvious but which add to the understanding of the range of possibilities. Discuss the special values of those options that might allow gains for both parties.
4. Strive for a sense of fairness by seeking general principles and objective criteria that can serve as a frame work or you agreement. With principles recognized as for to both sides, no one needs to lose. Both sides can feel that a fair agreement has been the result.

IMPORTANCE OF NEGOTIATION FOR CONFLICT RESOLUTION
Negotiation is very important for conflict resolution. We have examined how processes of negotiation operate to solve social conflict. Negotiation can occur whenever there is a combination of conflict of interest and interest in common between parties.
Negotiation occurs in innumerable varieties. In studying common features and importance of negotiation, we briefly reviewed finings from same of the experimental literature.
Finally, we recognized that negotiation frequently involves more than two parties, and we noted the close relation ship between the rise o democratic institutions and the increased importance of complex forms of negotiation for political problem.

PREPARED BY SUMAIRA SALEEM
CLASS OF CONFLICT RESOLUTION AND
CRISIS MANAGEMENT
B.A. HONS III YEAR, 2003

All content (C) Department of International Relations, Karachi University

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