Negotiations Gone Wild!
We have all been there — shouting, grand-standing and lines in the sand. Unfortunately, when a negotiation turns hostile, the client suffers. A missed opportunity, dead deal, lost capital or worse. All can be results of negotiations gone bad. I have found that interest-based negotiation can often prevent hostile negotiations and even turn a hostile negotiation more productive.
Interest-based negotiation is a strategy in which parties work to find a win-win solution to a dispute. A form of interest-based negotiation was described in the book, Getting to Yes, by outlining four fundamental principles: (1) separate the people from the problem; (2) focus on interests, not positions; (3) invent options for mutual gain; and (4) insist on objective criteria. These principles should be observed at each stage of the negotiation and adapted based on the other party’s response.
When a negotiation goes wild, think about and apply these principles:
- Are there personality conflicts or are responses to issues viewed as personal attacks. If so, separating the people from the problem can take the sting out of the subject-matter and place the focus on the issues, not the people.
- If the negotiation is focused on positions, one party must lose. It can be hard to save face in a loss. Instead, focus on interests so that you can find a solution that satisfies both parties’ interests.
- Has the negotiation fallen prey to the “either-or” problem. If so, you may not have considered alternative options. I have yet to see a situation where there are only two possibilities. Think creatively to find options, don’t focus your energy on proving the other party wrong.
- When interests are directly opposed, use objective criteria to resolve differences. If you allow differences to spark a battle of wills, you will destroy relationships, waste time and not resolve the dispute. If you define objective criteria, you will be more likely to agree on a resolution.
Of course, it can be very challenging when one party insists on using a position-based approach. In my experience, I find that continuing to use an interest-based approach can be effective over time. By focusing on the interests, you can often engage a position-based negotiator in an interest-based discussion. Of course, at some point and with some people, these strategies may not be effective and you may need to try other approaches. However, I think interest-based negotiation is a very important tool and can help resolve many difficult negotiations. What do you think?