Negotiation is a crucial part of decision-making process. Negotiation is needed in the interconnectedness and interdependence world, where it becomes a medium for each party to make a deal.
“Negotiation is an art. The art of communication is to persuade, believe, recognize what we need, and satisfy the decisions we want,” said Eka Yuliana. ST., MSM., (Ph.D. Candidate), when presented as a guest lecture on the Rational Approach to Business Negotiation on Friday, 11 November 2022, online
According to Eka, every actor, as an internal model, has problems involving other actors. To fully understand the problems, decision-makers need to look for relevant data and facts to help make decisions in the negotiation process.
Some people mistakenly think that bidding and negotiating are the same but they are different. In bidding or bargaining generally, people will see from one side, profit or money. However, negotiations offer more, namely value. Negotiation emphasizes more on “why,” not “what.”
Rashidah, an international student from Malaysia who attended the guest lecture that day, shared her experiences negotiating with other people. She explained that the appearance aspect is also considered when negotiating in the real world. She judged that the dress code used should match who we were talking about.
The communication aspect in negotiations plays a significant role. Non-verbal communication, such as gestures, tone of voice, and facial expressions, influence the understanding of the other party to help understand the context better.
At the end of the session, Eka reminded the audience that in negotiating, a leader needs to make some considerations. She stressed that negotiation is an art, and it takes time to master it.
