Six step negotiation pattern

Yesterday, we looked at what negotiation is and what considerations, managers need to take

Remember – what are the real issues and who needs to be involved?

Here is a six stage pattern (again based on Alan Fowler’s book “Negotation skills & strategies”)

1. The parties start by agreeing what the discussion is about.

How many times does this NOT happen? Time is wasted, tempers are raised and frustrations grow – because the subject has not been clarified. Note – once this has happened, any “feel good factor” or goodwill will quickly vanish.

Much better to take time to make sure that the discussion is on a sound footing.

2. Each “side” puts it’s case, and the other party gives an initial response.

“we would like overtime extending to saturdays and sundays because of the work outstanding”

“Well, we will have to check on safety cover, budgets and management availability”

3. These positions are then tested in argument. (Remember yesterday when we talked about preparing? – well this is it come in very useful). Suppose the safety cover arrangements are already known by the side wanting overtime but not by the manager…

4. Possible outcomes are explored and discussed.

“how would overtime on Saturdays for the next 6 weeks and Sundays for the next 3 sound, subject to safety cover?”

This is what I would call the “kick around phase” – ideas are exchanged. Depending on the parties, this stage can be as formal or casual as you like.

Quite often though, especially if you misjudge the other side, things that are said here can be taken as firm proposals. This should not be the case. Quoted people from this stage of the discussion at a later date does nothing to build trust and mutual respect.

5. Firm proposals are made and discussed. It is probably a good idea to document these for future reference…

6. An agreement is defined and the negociation concluded. Often negociations can fall down at this stage. If one or more parties are not clear about the way forward, chaos can unsure.
Is there overtime or isn’t there ? How long  for? What are the special safety considerations to bear in mind?

So, that’s the six step plan – as well as that, the following should be born in mind.

a) Negotiation is about achieving an acceptable outcome to a situation where parties have different aims.
b) Negotiations are affected by emotions and attitudes, as well as logic and fact
c) Negotiation is different to consultation. In consultation, one party can reserve the right to act regardless of the point of view of the other party. (If you have children and you have discussed what time bedtime is or how late they can stay out, you will know exactly what this means…
d) Don’t negotiate unless you don’t have to

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