ConceptsNest

Negotiation is an inherent part of influencing someone . In a work environment, it can be external negotiations, with a supplier or a client; or internal, with a boss, colleague or subordinate. But we must also negotiate with ourselves , be aware of instinctive reactions (psychological and physical) , in order to regulate them and respond consciously and appropriately to the circumstances so that we get the best result. All negotiations comprise two dimensions: The “substance,” meaning the subject matter or objective of the negotiation, and the “relationship,” i.e., the interaction or connection with the other person . We negotiate because we are looking to gain something or because the relationship with the other party is important. These two dimensions are always in play and under tension because the things we do to improve the substance—such as not making concessions—damage the relationship to a certain degree. Conversely, when we try to grow the relationship, decisions like be