Negotiation implies integrating the interests of individuals or institutions that are divergent. For this purpose, a superior convenience needs to be found.
A unicist negotiation strategy requires achieving an agreement at different levels:
The levels of negotiation are:
1) The negotiation of the roles: It implies defining the acceptance of the roles of the participants in a negotiation.
2) The power negotiation: defining the destruction and construction power of the participants.
3) The business negotiation: defining the value added by each part.
4) The negotiation of the complementation: defining the activities to be developed in order to sustain complementariness.
A negotiation is implicitly a war with no material weapons. It requires following three steps within the four levels of negotiations.
The three steps are:
a) Authority conflict: There has to be an authority conflict in order to accept that both parts are peers from some point of view.
b) Involution conflict: both parts need to accept that they have opposite interests in order to need to find a bridge. It is necessary to find a superior convenience that works as gravitational force to integrate the opposition.
c) Evolution conflict: A negotiation ends when both parts accept that they are complementary and that the agreement they have achieved enriches both parts in some way. Win-win doesn’t mean that both parts have the same benefit. It just means that both parts win.
The natural complementation conflicts begin when the negotiation ends. Complementation conflicts are the natural evolution conflicts. They need to be managed so the process does not begin from scratch.
Request more information: firstname.lastname@example.org
NOTE: The Unicist Research Institute is the major research organization in the world in its specialty based on more than 3,000 researches in complexity sciences applied to individual, institutional and social evolution.
To translate this post, click on the title to open it and then click on your flag in the right menu.
If you would like to receive monthly information on new scientific developments, please register here.