The Importance of Negotiation Techniques in the Professional World Part 2

In the previous discussion, I discussed the definition of negotiation, the importance of negotiation skills in the professional world, and the relationship between negotiation and communication science.In this discussion, I will discuss 5 strategies in negotiations.

At TALKINC itself, we have an in-house training program that discusses negotiation skills.In the negotiation skills program module, we include the Conflict Model proposed by Thomas Kilmann which is listed below:

Menurut Thomas Kilman, terdapat 5 strategi dalam berkomunikasi berdasarkan tinggi-rendahnya asertifitas dan kerjasama dari pihak komunikator, yaitu competition (kompetisi), collaboration (kolaborasi), avoidance (penghindaran), accommodation (mengakomodir), dan compromise (jalan tengah). Secara garis besar, kelima strategi negosiasi ini dapat dijelaskan dengan cara berikut:

1. Competition (Win-Lose)

Starting from a high level of negotiator assertiveness with low cooperation, competition tends to show the negotiator's position and views clearly and use logic to ensure that the other party will agree with him.This approach can be seen as an aggressive approach because it uses 'power' to achieve goals, but the success obtained will be short term.

2.Collaboration (Win-Win)

Continuing with a high level of assertiveness and cooperation, collaboration emphasizes negotiators who listen and position themselves to listen to suggestions from both parties, so that negotiators are oriented towards finding alternatives for all parties and prioritize trust between both parties.

3. Avoidance (Lose-Lose)

Then entering the lower quadrant in the Conflict Model with low assertiveness and cooperation, avoidance will tend to position the negotiator in a position to let other people make decisions and avoid situations full of tension.Tends to avoid conflict and confrontation with passive-aggressive tactics.

4. Accomodation (Lose-Win)

With a low level of assertiveness but high cooperation, an accommodating negotiation strategy will tend to place the negotiator in a position that tends to focus on things that are mutually agreed upon, showing his point of view with the aim of maintaining relations with the other party.The main step taken in this strategy is to give in to win'.

5. Compromise (Neutral)

In this strategy, negotiators tend to look for a middle solution by balancing the proportions on both sides.
Kelima strategi ini memiliki tempatnya masing-masing dalam suatu proses negosiasi. Ada waktunya dunia profesional menuntut akomodasi, kompromi, atau kolaborasi. Namun terlepas dari strategi yang anda gunakan, terdapat langkah-langkah yang menjadi teknik negosiasi. Dalam pembahasan berikutnya, saya akan menjelaskan 4 langkah dalam bernegosiasi.

Irnasya Shafira

Research & Development TALKINC