We all negotiate, all of the time, so best understand how it all works! A good start is to realise that negotiations move in stages and then know what to do at each stage.
Before we negotiate we should as a minimum decide what are: -
Both parties desired outcomes or ‘real’ goals. I say ‘real’ goals as often ‘demands’ can be used to hide true desires. Obviously understanding both parties’ goals is essential if win-win’s are sought. As part of our analysis we should also document the minimum outcome we believe each party is likely to accept and these ‘minimums’ consequences.
Define and write down our opening stance and we should gather all we can on theirs. If we can’t fully understand where both parties are commencing it will be difficult to get started and much time (and goodwill) can be lost.
Our and their limitations on what can be offered or given away. It is no good arguing over the sun if they (or you) only have only the moon the offer. Also time limits can be critical, if you have six weeks to invest and they have a number of months, pressure can be applied or resisted. Clinton pushed harder for a mid east peace settlement the closer he got to the end of his term, the Israelis seem to have limitless time and Arafat, well he is getting on. So best you know your and their deadlines.
Prepare for negative attitudes. We enter negotiations with preconceived ideas about the other ‘side’, as do they, about us. We need to analyse what each parties’ negative attitudes may be, remove ours and prepare for theirs.
ARE WE BEGINNING THE WAY WE MEAN TO CONTINUE… OR IS IT USUALLY… NAH JUST DIVE IN AND HOPE FOR THE BEST…
Before we negotiate we should as a minimum decide what are: -
Both parties desired outcomes or ‘real’ goals. I say ‘real’ goals as often ‘demands’ can be used to hide true desires. Obviously understanding both parties’ goals is essential if win-win’s are sought. As part of our analysis we should also document the minimum outcome we believe each party is likely to accept and these ‘minimums’ consequences.
Define and write down our opening stance and we should gather all we can on theirs. If we can’t fully understand where both parties are commencing it will be difficult to get started and much time (and goodwill) can be lost.
Our and their limitations on what can be offered or given away. It is no good arguing over the sun if they (or you) only have only the moon the offer. Also time limits can be critical, if you have six weeks to invest and they have a number of months, pressure can be applied or resisted. Clinton pushed harder for a mid east peace settlement the closer he got to the end of his term, the Israelis seem to have limitless time and Arafat, well he is getting on. So best you know your and their deadlines.
Prepare for negative attitudes. We enter negotiations with preconceived ideas about the other ‘side’, as do they, about us. We need to analyse what each parties’ negative attitudes may be, remove ours and prepare for theirs.
ARE WE BEGINNING THE WAY WE MEAN TO CONTINUE… OR IS IT USUALLY… NAH JUST DIVE IN AND HOPE FOR THE BEST…
www.orglearn.org mangement, teamwork and leadership
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