The Art of Negotiation

 Negotiation has been an essential medium to resolve conflicts, now and then. Proven to settle differences and find better outcomes for an event, negotiations have been used extensively in almost all areas that have multiple brains working together. Historically, negotiations have been inculcated tools to win wars and acquire kingdoms; whereas, in this contemporary era, we find negotiations taking place in almost every business strategy meeting and high-energy courtroom. As an attempt to bring insights from Mahabharata- the great Indian epic - we found many modern-day negotiation principles underlying its philosophical message. The epic is known to have a myriad of conflicts to join their respective side, the duo found him sleeping hence decided to interpersonal crises that go on escalating further and beyond. Mahabharata is a war story, wherein the Hindu god Krishna plays the role of a key negotiator, and such was the tale that whoever god Krishna chose to side with, had higher chance of winning. Duryodhana- the Kaurava representative and Arjuna- the Pandava representative approached Krishna to convince hait next to him till he woke up. Duryodhana sat next to Krishna’s sleeping head whereas Arjuna got a seat near Krishna’s feet. Who do you think got Lord Krishna’s presence on their side? It was the Pandavas, largely because of where Arjuna decided to sit. When lord Krishna woke up from his sleep, he saw Arjuna first because of the way he positioned himself- he was seen first and hence got the first chance to ask lord Krishna to be on his side. 

       This incident described in the Mahabharata is an insight into one of the most crucial aspects of negotiations- positioning. Yes, positioning, refers to where you place yourself in the territory of negotiation in order to avail yourself an edge over your competitor. Especially, positional advantages in your physical settings do contribute to this factor. An example of this is when cops and detectives often make the accused sit opposite to them blocking their way out in order to force a sense of intimidation and no easy escape without lending the answers. Positioning as a concept is not just limited to that to achieve a greater positional advantage, one must also decide how they would like to be positioned in the mind of their opponent or perceived by them. Sometimes, deceiving your opponent by appearing with weaker accounts and ending up outsmarting them could lead to the ultimate victory. 

 As emphasized earlier, the role of communication and negotiation in psychology must be addressed. Negotiation, often described as a fundamental skill used in social and professional transactions and conversations, is truly interdisciplinary. Its applicability is extensive, ranging from interpersonal relationships to crisis management and political peace-making schemes. Primarily involving the usage of the Principles of Persuasion as proposed by Robert Cialdini in 1984, the goal of negotiation is to either resolve conflicts between two parties or reach a mutually beneficial agreement.

Although Cialdini proposed six different principles of persuasion, not all of them can be applied while negotiating. One of the key principles used in negotiation is reciprocity, which explains that people are much more likely to agree to a request or concession if they feel like they are obliged to return a favour. For example, in a business negotiation, a seller may offer a discount to a potential customer, which may make the customer feel indebted to return this favour. Thus, the seller uses the principle of persuasion to tactfully increase his chances of a sale. Another principle used in negotiation is that of social proof. It suggests that people are more likely to agree to do something if they observe others agreeing to it; thus, highlighting the importance of social influence. The effect of social proof increases when the situation is uncertain: the absence of an obviously ‘correct’ action or option leads us to believe that the actions of others are correct and hence, reliable. For example, in a negotiation for a job offer, the employer may speak about positive reviews from current employees to convince the candidate to take up this job offer.

Perhaps, the most interesting and important application of negotiation is in crisis management. Developed by the Hostage Negotiation Unit of the FBI, the Behavioural Change Stairway Model (BCSM) is a widely-used framework used to negotiate with (usually violent) people who are reluctant to comply or cooperate. The primary aim of hostage negotiation is, and always will be, to protect people in times of crisis. To fulfil this aim, it is broadly divided into five stages: Attention, Comprehension, Conviction, Action, and Reinforcement. In the first stage, attention, the negotiator must grab the attention of the concerned individual and establish rapport. In the comprehension stage, they must ensure that the hostage-taker understands the proposal or request made. This is followed by the conviction state, which involves convincing the other party that the proposal is in their best interest. Next, in the action stage, the negotiator attempts to get the hostage-taker to voluntarily agree to their proposal. Finally, the reinforcement stage involves ensuring that the subject feels comfortable about the mutual agreement.

Additionally, the BCMS Model can also be used to gradually negotiate and talk individuals out of committing suicide in crisis situations. Through the use of active listening and empathy, negotiators often try to place themselves in the subjects’ position, being mindful of their words and actions. They may then use the principle of reciprocity to offer the individual something in return for seeking help, such as support or access to resources. Ideally, this should de-escalate the situation and make subjects rethink their own beliefs and ideologies.

Apart from crisis situations, negotiation has a myriad of other uses in psychological as well as industrial settings. It is through this process that interpersonal conflicts are solved. Moreover, it is a valuable tool in group therapy settings, being used to not only improve communication and healthy boundary-setting but also encourage compromise and empathy.

Over the past few years, the advent of globalisation has brought about an interest in the study of negotiation. Today, this subject not only borrows its’ ideologies from empirical sciences such as psychology and law but also emphasises the importance of emotions in the understanding of its principles. The role that negotiation plays in our everyday life is indisputable since it allows us to uncover the intricacies of human emotions and interactions. In conclusion, although much has been proven and much more disproven, only further research will allow us to unravel the complexities that underly the art of negotiation.

About the authors:

1.Masumi Pradhan

Sub-head, PsyCreative Column

Psychology Committee, SDSOS, NMIMS.

Inquisitive, resilient and ambitious, Masumi Pradhan- born and brought up in Mumbai- believes in constantly exploring and nurturing her creative side, taking on new projects every opportunity she gets. Currently pursuing her Bachelor’s degree in Psychology from SDSOS, she hopes to inspire other writers and artists around her while holding a light up to topics and ideas rarely spoken about on the daily. Her most valued skills include communication and leadership, which she plans on honing further through exposure and experience in years to come.

2. Anaika Desai

 Subhead, PsyCreative column

Psychology committee, SDSOS, NMIMS.

Anaika is currently 18 years old and studying applied psychology. She believes a little kindness does the right magic. She is very inquisitive, picks up new hobbies occasionally, loves petting cats, and puts all her love in a batter and bakes it into beautiful cakes. She organises her thoughts on a piece of paper and calls it spending quality time with herself. She hopes one day the world will win through love and kindness, till then she will keep doing her part. She has a warrior spirit and will rise above the hurdles life puts her through, at her own pace though. She aspires to see herself as a psychologist one day and for that she works on herself every day a little bit.