Negotiation

"Digital, Social and Civic Competences Development for Adult Educators Working with Migrants and
Refugees - DiSoCi"

Civic and social competence



Competence area Interpersonal, intercultural and social


Skill titleNegotiation


Description of the skill

Dialogue between two or more people in order to reach a beneficial outcome over one or more

issues where a conflict exists with respect to at least one of these issues. Knowledge of how to
draw negotiation to an end with a beneficial outcome for one or more people.



Having this skill means that an adult educator, working with migrants and refugees:

 Is able to listen carefully to the arguments of the other party and assess the logic of their
reasoning;

 Is able to list all the issues which are important to both sides and identify the key issues;
 Is able to identify any areas of common ground;

 Is able to keep calm and use assertive rather than aggressive behavior;
 Is able to know when to compromise: offer concessions where necessary, but minor ones

at first;

 Is able to decide on a course of action and come to an agreement.

Content application of the skill

Negotiation skills are required to negotiate superior deals in both your business and personal life.
Negotiating skill includes methods of: communicating, persuading and influencing, planning,

strategizing, employing tactics, techniques, tool-sets, systems and processes, and often teamwork.

Negotiation can be one of these types:
1. Distributive/Competitive (win-lose). This involves pursuing learner interests to the

exclusion of others: I win – you lose. Persuading other party to do what adult educator
want them to do and ignoring their interests: “keeping your cards hidden”. Whilst learner

might get short term gain, you will build up long term resentment which can be very
disruptive if you ever need to work with these people again.

2. Integrative/Collaborative (win-win). This involves coming to an agreement where

everyone gets what they want, reaching a mutually satisfactory agreement: win-win.

"Digital, Social and Civic Competences Development for Adult Educators Working with Migrants and
Refugees - DiSoCi"

Learner needs to establish mutual trust, so it requires honesty and integrity from both

parties. Both sides work together to come up with a compromise solution to suit everyone’s
best interests. Each party tries to see things from the other’s perspective.

A strategy for successful negotiations:

 Learner should listen carefully to the arguments of the other party and assess the logic of
their reasoning;

 Clarify issues learner is not clear about by asking how, why, where, when and what

questions;
 List all the issues which are important to both sides and identify the key issues;

 Identify any areas of common ground;

 Understand any outside forces that may be affecting the problem;
 Keep calm and use assertive rather that aggressive behavior. Use tact and diplomacy to

diffuse tensions;

 Remember: “No” is a little word with big power;
 Be aware that body language is as important as verbal communication;

 Know when to compromise: distinguish between needs: important points on which you

cannot compromise and interests where you can consolidate;
 Do not leave without an agreement.



Questions for self-reflection:

1. What are the types of negotiation?
2. How to reach a “win-win” negotiation position?

3. What are the main points for successful negotiation?



References/links
1. The Chartered Body for the Project Profession (2014). Negotiation.
www.apm.org.uk/body-of-knowledge/people/interpersonal-skills/negotiation/
2. Negotiation experts

www.negotiations.com/definition/negotiation-skills/
3. J. Boyes (2013). Negotiation Skills.
www.exeter.ac.uk/media/universityofexeter/careersandemployability/pdfs/resources/Neg
otiationSkills2_.pdf

"Digital, Social and Civic Competences Development for Adult Educators Working with Migrants and
Refugees - DiSoCi"

4. Persuading, Influencing and Negotiating Skills (2017). University of Kent.
www.kent.ac.uk/careers/sk/persuading.htm

5. Brebbia, C., Tarptautinė komunikacija. (reviewed on 24-01-2018),
www.marko.lt/wp-content/uploads/2016/09/III_tarpkulturine-komunikacija.pdf