Negotiations today are more than just the ability to hold a conversation. They are a tool that supports sales, HR, and management. We should remember that relationships can be fragile and change is constant. Unfortunately, many organizations still do not fully understand what effective negotiations truly involve. The topic is discussed by Jacek Słoma and Waldemar Nogaś, experts associated with Scotwork, a company that supports managers and organizations worldwide in developing negotiation skills.
Conflict is a natural element of human interaction. It is a clash of interests, attitudes, or goals that leads to disputes and tension between individuals or social groups. There are many ways to resolve conflicts, one of which is negotiation. According to the Polish dictionary, negotiation can be understood either as talks conducted by authorized representatives of conflicting parties or as bargaining with a seller for a lower price or more favorable purchasing conditions.
“Negotiations exist when both sides are interested in reaching an agreement and are willing to make concessions. In this context, negotiations become a conversation that is not about changing the other party’s worldview, but about understanding what matters to them and what they would be willing to give in exchange for what is important to us. Only in this way can both sides leave the table feeling that they have achieved exactly what they wanted—without having to abandon values that are essential to them” says Waldemar Nogaś, a Scotwork negotiation expert.
The Art of Negotiation
Many managers still believe that effective negotiation means convincing the other side to accept their point of view. They treat business discussions as a battle of arguments rather than as a joint search for agreement based on the gradual exchange of concessions. Instead of focusing on shared interests, they often concentrate on defending their own positions, which leads to an escalation of conflict.
“Negotiation is an art, not a science. It is a delicate matter that requires intuition and practice. Success results from the skill with which a negotiator applies negotiation abilities and techniques. Proper preparation also matters—formulating proposals that will be attractive to the other party and managing concessions effectively. Every decision a negotiator makes—what information to disclose, what to give up, when to make an offer—affects the negotiation dialogue and the final outcome” explains Scotwork expert Jacek Słoma.
A Competence of the Future
Negotiation skills are among the most important soft skills in today’s business environment. Organizations face diverse and often conflicting interests every day, both externally and internally, which can threaten relationships with employees, contractors, and partners. The ability to deal with emerging conflicts therefore has a direct impact on a company’s competitiveness and its market position.
“It’s an arms race, but in a positive sense—every organization strives to be better, more employee-friendly, and at the same time more efficient. Negotiation skills are a key tool in achieving this goal” emphasizes Waldemar Nogaś.
“Our clients often share feedback with us about changes in their businesses after completing our workshops. Many emphasize that within just three months, the investment in training paid for itself several times over. This return is not only reflected in contracts signed for higher amounts, but also in saved time and resources, especially in sales departments. It also means greater satisfaction among both employees and business partners, which in today’s world is priceless” adds the expert.
