In its simplest terms, negotiation is a discussion intended to produce an agreement. It is the process of bargaining between individuals or groups with two or more interests. Win-Lose negotiation is about ‘winning’ at all costs, even where the outcome of winning will have a detrimental impact on the other party. Lose-Lose is a scenario where neither party benefits from the negotiation. Win-win negotiation aims to resolve the conflict in a way that leaves all parties feeling they have in some respect ‘won’ when the negotiations are complete and is therefore what you should aim for.

The Institute of Leadership and Management's Dimensions of Leadership are based on extensive research into the knowledge, skills, attitudes, behaviours and values that enable organisational leaders to achieve successful outcomes in any private, public or voluntary sector.

Negotiating is a component of Collaboration. Within Negotiating, we also cover key topics including Spotlight on What is Negotiation, Spotlight on Win:Win Outcomes and Spotlight on Assertiveness.

To access the learning resources, visit www.institutelm.com