Is the art of negotiation dying?

Is the art of negotiation dying and common sense dead and buried?

Communication expert and Professional Speaker Niki Gunning, wonders whether the art of negotiation is one that is disappearing.

She makes reference to some recent situations that have been highlighted in the media.

“From the teacher strikes, to The Hobbit debacle to the BOT’s stance on National Standards, it seems that people have lost the skill of negotiation. Those in positions of power and influence seem to take the extreme view, being unable and unwilling to move from that space”.

Gunning goes on to say that for negotiation to occur the first requirement is a willingness to negotiate.

“When an extreme view is taken and an unwillingness to move from that view, the other party are often left with no choice but to take the other extreme and a lock down occurs”

Gunning expresses surprise at the bullying tactics and accusations that then often take place.

“This is the stuff that we tell our children not to partake in. We have whole programmes in schools around treating people with respect and dignity. It seems that is left at the school gates on the journey of adulthood”

Gunning makes reference to the 240+ Boards of Trustees that yesterday took a stand against the proposed National Standards stating that until they were proved to be of value they would not be implementing them.

“There is obviously frustration here and when frustration enters into situations people respond differently. The problem is that people get emotional and lack the ability to step back to look at all sides of the story.”

She also makes the comment that we go into negotiation situations looking at the other party as the enemy rather than a partner in a situation that needs resolution.

“We go in with the killer instinct and want to ‘bury the opposition’ - once it is treated like war then inevitably war breaks out”.

“Negotiation is about creating win/win situations. This means that all parties involved need to be willing to put their ego's and hidden agenda's aside and listen openly to what the others involved have to say. This requires a level of emotional intelligence and common sense that seems lacking in so many of these situations. “

“When people take the stance of being right to the extreme they automatically frame the other party in the wrong. We have all dealt with people who are always right and all know how demoralising that is”.

Gunning encourages parties to step back, look over the big picture and be clear on what they are willing to give up and what is really important.

“The problem is that so much damage occurs and the next time the parties meet, even over something completely unrelated, they are still smarting over historic situations. Not a great way to begin new negotiations”.

ENDS

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