negotiate

Negotiation is a strategic process in which two or more parties with overlapping or conflicting interests discuss terms to reach a mutually acceptable agreement. It can occur in business, diplomacy, law, labor relations, or daily life. The aim is to reconcile differences through dialogue rather than coercion.

The term derives from Latin negotium "business, task" via Old French negocier and Middle English forms, originally meaning to conduct business; over time it came to refer to the broader act of bargaining and reaching agreements.

Key concepts include BATNA (best alternative to a negotiated agreement) and ZOPA (zone of possible agreement). Negotiations may be interest-based (focusing on underlying needs) or position-based (focusing on stated demands). Techniques include making initial proposals, anchoring, asking questions, listening, identifying interests, making concessions, and trade-offs. Ethics and cultural considerations influence perception of fairness and trust.

Process: Typical stages are preparation, opening, exploration, bargaining, and closing, followed by implementation. Preparation involves defining objectives, limits, and alternatives; opening sets tone; bargaining tests options; closing formalizes terms. Effective negotiators seek win-win outcomes when possible and manage risks such as deadlock.

Types: Common settings include contract negotiations, salary discussions, supplier or distributor agreements, and international treaties. In diplomacy, negotiations may require mediators, protocols, and time constraints.

Ethical considerations include transparency, fairness, and respect for agreements; power imbalances, deception, and coercion can undermine outcomes. See also arbitration, mediation, and conflict resolution.