Art of negotiation-Bargaining isn’t negotiating

Sure, it seems obvious and it’s not a difficult concept to urge . Yet, it’s almost instinctive to think that negotiating means compromise. We’re conditioned from birth to compromise, to believe that compromise is usually best, which negotiation is compromise. Compromise has its place, but it’s not what negotiation is all about.

Most folks learned from a really early age that compromise was the answer when, as kids, we’d argue about food or a toy. Our parents would split it in half and send us on our way. Settled. Done. Compromise is fast, it’s easy, and on a fast glance it’s “fair.”

As adults, there’s a robust inertia towards negotiating an equivalent way. all sides puts what they need on the table then split it in half. That’s what encourages us to bargain. And bargaining isn’t negotiating.

One of the most important problems with bargaining and compromising too early during a negotiation (say, for instance , at the start of it) is that it avoids more creative solutions which may well have satisfied both parties fully. Compromise assumes that one party’s satisfaction must come at the expense of the opposite party’s satisfaction. But there’s no reason to leap thereto assumption—in fact it’s often incorrect.

One definition we wish to give to define “a good compromise” may be a solution that dissatisfies both parties equally. Why should either party be dissatisfied?

Why not search for a more collaborative solution? Indeed, finding the answer presumably to satisfy both parties most fully about requires a minimum of some investigation. It’ll nearly always be an answer that wasn’t apparent at the start of the negotiation.

Compromise and bargaining has its place. But that place isn’t at the start of a negotiation. One thing which will help avoid the pull towards compromising too early during a negotiation is to form compromise a conscious choice.

By making the choice to compromise a conscious choice, you avoid the knee-jerk tendency to travel there by default and you avoid starting the negotiation with compromise. Doing so puts compromise back in its place—one tool, of many, within the negotiator’s belt.

Arnab Ghosh

My name is Arnab Ghosh. I have been working as a Corporate professional for the past 19 years. After completing my graduation from City College {University of Calcutta}, I started my career with R.S.Software India, followed by Vedika Software Pvt.Ltd. Have worked with industry giants such as Convergys, Satyam Nipuna Services, Wipro BPO, Tata Teleservices Limited, Aircel, TaxiForSure, Brainware University among others. I am a certified trainer from Aircel Academy – Manager As a Coach & Trainer. I have also completed certifications from TBO Academy & Alison Education in the field of “Soft Skills“, the knowledge of which I apply to my students at my University regularly. I have also successfully completed “The Fundamentals of Digital Marketing” certification from Google and “Digital Marketing Course” from TBO Academy. I was awarded “Google Analytics for Beginners” certificate by Google after successfully completing their course. I have achieved CEFR level B2 (Upper Intermediate) in a test of English proficiency from the British Council English Score. I am a bundle of drive, energy, commitment, and dedication and firmly believe in living my life in my own terms, be it working my heart out to achieve business targets or enjoying my spare time doing things that give me joy and feelings of contentment. My hobbies include reading books & listening to music and blogging. I sincerely believe that one should never lose focus in life and that one has to put in a lot of hard work & effort to reach the top.