notion : Negociation

Negociation

"You've asked for my definition: here it is: Negociation is the process of making a decision together. I think these few words capture the essential. Since the conflict, which it enables one to resolve, is just the translation of the momentary impossibility of individuals to decide on their common actions; this second-making blockage arises out of the diversity of interests as much as out of a breakdown in communication. To negociate is to overcome this breakdown to decide together what should be done. This definition seems robust to me for it induces no moral dimension – peace is better than war – and focuses on the principal stake of a negociation: formulating choices of common action when each individual is tempted to defect. For negociating is renouncing claims. Who accepts to abandon what seems to be his or her [or them] right? We only do so because we've exhausted the other ways of reaching our objectives, noting that we can't manage it, or because the cost of obtaining the claimed goods or right increases. The seeking of compromise is always a second best; and that's what founds entry into negociation: noting that, by compromising, the acquisition of the goods or right will be more certain by arranging the modalities of its use. The ambiguity of the concept of negociation reflects this exercise of renouncing, on the one hand, and surpassing on the other: what was demanded is no longer demanded and it becomes possible to envisage what couldn't be envisaged. You wanted x, you content yourself with y; yet by exchanging with your adversary you become his or her [or them] partner, other solutions emerge; criteria are established to sort them out and the agreement is built on scenario z, which none of the protagonists had envisaged. By leaving their conflict for a creative confrontation, they manage to decide together on a better choice of action." (Thuderoz, 2019)