What we are seeking to achieve is negotiation, however, the line is fine between this and a dispute and consultation.
NEGOTIATION is a process in which two or more parties with both conflicting and common interests come together and talk, with a view to reaching an agreement.
A DISPUTE is a situation in which parties with conflicting interests or viewpoints argue against one another with a view to winning – that is, furthering their own interests or gaining ascendancy for their own viewpoint.
CONSULTATION occurs when people with common interests get together with a view to exchanging information and solving problems relating to a shared enterprise.
You will notice that negotiation has a lot more in common with consultation than it does with dispute, as first there must be some common ground. To try to negotiate when there is absolutely no common ground is difficult, bordering on impossible.
In just about any sales business, the negotiating process is often akin to bargaining - where the client has decided to buy, but wants a better deal.
