We usually mention the ability to negotiate, which is a certain competence that allows us to obtain the result we want during negotiations. However, we do not realize that the ability to negotiate consists of three competences.

A triangle of negotiation  skills t o three skills: decision making, perception, negotiation.

In terms of decision-making, we all think that we are rational, that we think and do not give in to emotions. However, this is not the case. In our decisions, we do not always put emphasis on the mind, often it is the heart, or more precisely, feelings that lead us to such and not other resolutions.

Perception is a juxtaposition of our perspectives, our ways of perceiving the world, ourselves and other people. It is a cognitive mode, i.e. the way in which we assimilate data, perceive phenomena, understand processes. How we perceive phenomena or processes around us depends on many factors, m.in our knowledge, experience, beliefs, but also our emotional state.

Finally, the negotiation itself, which is largely a process:

• communication with the other party,
• understanding the position and arguments of the opponent,
• convince the negotiating partner of their reasons.

On this topic, it is worth mentioning that negotiators, whether they admit it or not, are often guided by prejudices towards their partners and beliefs towards themselves. Both are subjective and may be wrong, but they strongly influence, or rather distort, the course and outcome of the negotiation process.

Source: https://poradniknegocjatora.pl/trojkat-umiejetnosci-negocjacyjnych/

Projekt otrzymał dofinansowanie z Norwegii poprzez Fundusze Norweskie 2014-2021, w ramach programu „Dialog społeczny – godna praca”.