Dialogue for Effective Negotiation

Every negotiation process is essentially a communication process, while not every communication involves negotiation. What is the difference between these processes and how to ensure effective negotiation?

Siniša Vuković, Professor at Johns Hopkins University led the group of young diplomats and civil servants through interactive workshop in order to bring closer the importance of effective communication for cooperation and problem solving in international relations. The workshop is part of the programme “Social Cohesion: Cooperation, Trust and Development” jointly implemented by UNDP and Diplomatic Academy of the Ministry of Foreign Affairs of Montenegro.

Change Perception to Gain Interest

Negotiations and communication are basic social processes which often are taken for granted. There are two reasons for this bias: first, we believe that the involvement of multiple interlocutors in communication is sufficient for its effectiveness; secondly, we take into account only the current, starting positions of the parties involved.

Professor Vuković pointed out that for effective communication it is important to consider several postulates. First, we have to distinguish negotiations from other communication processes. Second, it is important to recognize its significance and purpose. All types of negotiations are basically communication processes, while not every communication involves negotiation. The basis of any communication is the exchange of information, but the difference between the negotiation process and communication is in their purpose. The exchange of information is essential for all negotiations, but their ultimate goal is to change the perceptions of interlocutors and achieve interests of the negotiating party.

“Difference between the negotiation process and communication is in their purpose.”

On the other hand, the exchange of information can in itself be a goal. In that case, communication is a matter of monologues. It is only once monologues are transformed into dialogue, the negotiations begin. In this sense, the negotiations involve highlighting the degree of disagreement of our and others’ attitudes. The purpose is to question their, and very importantly – our views, in order to understand the root of the negotiation problem and real interests behind the different positions.

“When we transform monologues into dialogue, the negotiations begin.”

The end result of the negotiations is a compromise solution that cannot preserve the starting maximalist positions. Thus the process requires us to abandon the starting positions in order to reach a common solution. The success of negotiations therefore implies that the focus shifts from position to interest. In other words, the optimal solution is not to retain initial positions, but to achieve both sides’ interests through dialogue, trust and changing perceptions.

“Understand the root of the negotiation problem.”

The reality of international negotiations rarely provides examples of achieving optimal solutions for all parties involved. Therefore, it is crucial for the success of the negotiations to identify the central, as well as the alternative solutions of our own but also of the opposing negotiating party. At international negotiations, the alternative solution usually comprises of the minimum of acceptable conditions. It is emphasized that in some situations the minimum of alternative solution is to preserve the status quo, when the process is recessed and parties start looking for more realistic options.

Be willing to redefine assumptions

During the workshop, participants were engaged into simulation of negotiation process with rather complex scenario with a lot of details, having in mind that real life is usually even more complex. Guided by desire to achieve the interest of the representing negotiation party, like in real life, negotiators considered the other side as competitor and instead of dialogue they ended up with cross monolog. The other side is very often perceived as rival which should not be the case in international relations since it might lead to short term results and neglected the interest of society.

As concluded by Professor Vuković, at international negotiation it is recommended to focus on interest not starting positions, to understand the root of the problems, change perception and be guided by values. It is important to remember:

“Effective negotiators keep focus on interest, explore new formulas and are willing to redefine assumptions they bring to the process.”

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This workshop is part of the second edition of the programme for young diplomats and civil servants from Montenegro implemented within the regional initiative “Dialogue for the Future”. The regional initiative is funded by the UN Peacebuilding Fund, jointly implemented by UN teams and relevant institutions in Montenegro, the Republic of Serbia and Bosnia and Herzegovina, and aims to create additional space for constructive dialogue between citizens, communities, as well as citizens and decision-makers by promoting social cohesion, trust and respect for diversity.

The first edition of the programme devoted to intercultural communication in the global world gathered the group of 30 young diplomats and civil servants from Montenegro during 2020. More about this program at the link: Dialogue for Tolerance and Cohesion | Young Diplomats