Perception is Everything, or How to Trust Somebody you dont know

Perception is Everything, or How to Trust Somebody you dont know Negotiation is the combining of disparate views into a single agreed outcome. The intertwining of different viewpoints (static conflict) into a process that brings the parties closer to the agreed upon outcome has the purpose of providing an elevated sense of position for each party involved. In business, increased globalization of all industries has mandated the increase in communication across language barriers as well as overcoming policy differences (Muhong et al., 2002). These differences can be culturally embedded and will influence the perspective of a participant in negotiations. Since perspective is the mechanism that influences connotations of interactions with other people, literature, even reading, this must be taken into account when opening dialogue with other parties in negotiations. Understanding the context in which something was written or said is fundamental to empathizing with anothers viewpoint or interpretation of facts and figures. In the business world, this has caused some problems with interpretation of verbal exchange as well as written terms. The primary focus on avoiding problems in negotiation is to maintain absolute clarity on both sides so a trusting relationship can be formed. This trust forms the basis of the negotiation procedure as well as adjustments to the agreement so both parties feel understood. One common misconception is that a win-win situation is not mandatory. An agreement that is not of benefit to all parties is one that should not be solidified. If during the process, either party feels slighted or wronged, the deal is not a good one (Li and Labig, 2006). Both parties must feel represented and advantaged by the negotiation for the process to yield a truly positive outcome for each. Additionally, the process of negotiation is a continuum, not a stepwise procedure. Negotiations begin the moment two parties agree to discuss a topic with the intent that an outcome will be reached. This trust based process is best completed with a deep trust and sense of understanding of each parties position (Muhong et al., 2002). More common nowadays during preparation for negotiations is to focus on relationship building rather than strict negotiations (Li and Labig, 2006). It is known that truly gifted negotiators have an ability to develop interpersonal relationships that give rise to balanced discussions. This ultimately forms the basis of long term trust and understanding that fosters good relations across the negotiating table and across borders. Avoiding dynamic conflict or active disagreement is one way to refrain from negative feelings or perceptions from becoming influencing factors in relationship building and rising again to taint any discourse between the parties. An effort to understand another viewpoint is paramount to finding common ground to build a relationship that serves both parties involved. From business to personal interactions, this principle is wise and timetested.

Perception is Everything, or How to Trust Somebody you dont know References Li, Ji; Labig, Chalmer, E. 27 Oct 2006 Creative Relationship-Focused Negotiations in International Business. Creativity and Innovation Management. Vol 5(2); 99-106. Ming, Muhong; Liu Renjing & Wang, Yingluo. 16 Dec 2002 Negotiations with Incomplete Information, International Transactions in Operational Research. Vol. 8(6); 693-705.