Negotiations are a process of focused and results-oriented business communication. They are held mainly in order to achieve, through mutual exchange of opinions, an agreement that meets the interests of both sides and obtain results that would suit all the negotiators.
The following simplified scheme of negotiations is suggested: greeting and introduction to the topic of negotiations; characterization of the topic and proposals on the course of negotiations; the statement of the positions of the parties, the conduct of a dialogue; solution; completion of negotiations and preparation of the final document.
For the negotiations to develop successfully, it is necessary to immediately try to find a common position with the partner after their start. We should begin with the most important aspects of the subject matter, trying to come to an agreement on fundamental issues, and only after this move on to the details.
Regardless of whether the negotiations were successful or not, their results should be analyzed in detail.
In the process of resolving a contentious issue, it is very important to work out a joint agreement. When in the general idea of the future solutions deposit is made on each side, the decision, each party will assume his.
In order to form a sense of involvement, it may be useful to turn to the other side for advice or with a question. The sense of belonging arising in this case is one of the important results of negotiations.
During the negotiations, emotions play an important role, and they may prove to be more important than the problem that needs to be solved. Many difficulties in the negotiations arise because of improperly established communication processes. The desire to impress and work for the public means a positional struggle and rarely leads to success in negotiations.
For the success of negotiations it is necessary: to perceive partners as equals and to value their experience; respect their right to have their opinions; Do not seek to subjugate your opponents to your will. From these recommendations tactical behavior follows: the subject must be sure that he is heard and understood; It is necessary to ask questions on the merits of the problem, showing interest; it is necessary to show a positive attitude to the subject, to the arguments brought to him.
Confrontation leads to the erection of psychological barriers. If there are psychological barriers, resolving a conflict is a very difficult task, therefore the destruction of barriers and the establishment of contact are one of the parts of the preparation for the resolution of the conflict.
Overcoming barriers is facilitated by the behavior in which the subject:
- listens to what the other person is saying;
- asks for advice;
- does not notice small bites;
- tells frankly about their problems;
- has confidence;
- shows interest in the life of another subject. Efforts towards each other should be done by both entities.
If this does not happen, then at least a social worker in the role of a mediator should do everything possible to make the subject feel your attention.
8.3. Areas for conflict resolution by social workers
The social worker establishes contacts and establishes relations with the client. At the same time, one of the conditions for the effectiveness of its activities is the analysis of the peculiarities of the client's social situation, his relationships with others. The client appeals to social services that perform along with other functions and the function of an intermediary in establishing contacts with state institutions, public organizations, social groups.
Relationships within social groups have a significant impact on public life. They are mediated and fixed in culture, social norms, traditions, in the experience of past generations, in social and political institutions. The history of development is largely the history of the relationship of social groups.
Conflicts between the individual and society occur at micro and macro levels. Allocation of micro and macro levels of social relations and communication levels of the subject allows more detailed analysis of directions and tasks of social work, social protection, social policy and corresponding opportunities. At the micro level, conflict manifests itself in interpersonal relationships, in the process of developing a particular group. Social psychologists define this set of relationships using the concept of "social environment".
Indeed, most of the everyday conflicts in which actors are involved occur in the sphere of social environment. But many causes of social conflicts are beyond its borders, in the field of social relations, social policy.
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