Abstract

Leadership skills required for negotiation in time of crisis, to reach a successful conclusion, are particularly critical in international conflicts. Negotiation skills are important to achieve agreements in business. Yet the importance effective negotiation is not limited to international treaties or crises. The ability to negotiate is valuable to business managers because the skills developed through practicing negotiation skills develop critical thinking aptitudes and effective communication skills (McClendon, 2009). This article deals with definition of negotiation, conflict situation, strategies and tactics (Ertel, 1999). The most important question is what skills are required to lead the process of effective negotiations.

What is Negotiation?

Negotiation, a way to resolve conflicts or disagreements or divide resources among two or more parties, carried out willingly by free choice. The two sides make contact for suggestions and counter suggestions and in this manner, communication takes place between the parties. Each side employs its own tactics in an effort to reach maximum results. Negotiations can be conducted on all topics, except ethics and religion. Negotiations take place daily, whether on a conscious or subconscious level. The stages in negotiation are: preparation, presentation and justification, bargaining, offers and counter-offers, using various tactics, and in conclusion – choosing an option or agreement. The risk in conducting negotiations is that there is no guarantee of successful results and often the hopes of the parties influence their tactics and the outcome of the negotiations.