Reflections

Though most people probably think of using negotiation tactics during formal negotiations, the following strategies can be used in any situation where there is a disagreement.

1. Reduce tension with time

If discussions are getting heated, considering separating the parties for a while so that tempers can cool. When both parties return, make sure each party is actually listening to what the other one is saying, and at least acknowledging that the other side has a viewpoint, even if there isn’t agreement on its importance. If one of the parties lets off some steam in the meeting by being aggressive or making personal attacks, sometimes the best response is to just let it go; occasionally, that release of tension is all that’s required for negotiations to progress.

2. Understand the other party’s perspective

Enhancing communication through ensuring that each side understands the other’s perspective can be an effective way to find a negotiated solution. One party can use role-reversal before negotiations begin by assigning a few people in the group to play the part of the other party. This will allow one side to more fully understand the other party’s perspective, and will potentially enable that side to come to the table with a more balanced solution.

3. Limit the number of issues being discussed

There are three ways to limit the number of issues being discussed in a negotiation. First, very contentious issues can be tabled for later discussion, allowing agreements to be reached on the less controversial issues first. Secondly, complex issues can be broken up into smaller pieces, allowing different aspects of the larger issue to be agreed upon separately. Finally, the number of people involved in the negotiations can be reduced, with key stakeholders, or representatives, being selected to develop a solution.

4. Establish common ground

Establishing common ground, or appealing to a common goal, can be a very effective way to ensure that the parties involved keep the negotiations in context. If the parties work for a single organization, they can appeal to the common goal of working for the betterment of the organization, or if a company is negotiating with a vendor, they are likely both interested in creating a high-quality product. This appeal to a higher-cause can help keep negotiations in perspective, helping the parties focus on the goal rather than the conflict.

5. Sweeten the deal

If one of the parties is in a position of power over the other, and negotiations are stalled, it may be time for the party in power to sweeten the deal. Sometimes giving a little bit can go a long way towards showing the other party that the one in power is not trying to take advantage of the situation, and is willing to give up a little to reach a mutually acceptable solution.

Tags: Management, Uncategorized //