Until now, many negotiations have unfortunately been all about winning. It turns into a power struggle and the participants try to wear each other out. The winner prevails and the loser feels powerless, pushed off the edge. However, it would make much more sense to focus on real solutions.
You can achieve this with the method of solution-oriented negotiation, which starts beyond the realm of strategy.
Your advantages when using this method:
- Accelerate the progress you make on your project by minimizing loss due to friction and by keeping agreements
- Establish business relationships that make innovation possible
We recommend the following process for implementation:
- Analyze the situation: How does the situation at the outset look in terms of your basic conditions? What problems are there? What figures, data, and facts are available? Is the potential for success hindered by waste (Lean Management)?
- Formulate potential targets for the negotiation: What is my goal? What is the goal of my counterpart? What are the similarities and the differences in our goals? When should the goal be reached?
Important: You should already put some thought into these questions while you are preparing for the negotiation!
- Take a look towards the future: What trends do we consider to be important until the goal is reached? How can we change the basic conditions at the outset? (See point 1.) How does that influence the goals of the negotiation?
- Develop the criteria for making decisions: What are potential knockout criteria for qualitative and quantitative goals? How are they weighted and scaled? For this question, be mindful of the LAA (Least Acceptable Agreement) that you put in writing during your preparations.
- Determine your options: What options are available to us and how can we optimize them? At the end, evaluate the options while considering the outlook towards the future (point 3).
- Decide on an agreement: Formulate the agreement clearly, specifically, and understandably. What will we achieve, how, and when?
- Dealing with the agreement: Agreements are binding. Keep the agreements that you have made! Changes are only possible if there is a mutual understanding.
As mentioned at the outset: the age of power struggles in negotiations has passed. With our method of solution-oriented negotiation, you will be recognized as a modern, focused manager.
Discover the true value of this method, which is a far cry from simple negotiation tactics, by participating in our Training Series on Personality Development for Negotiators.
Let our training manager Annika Lückhof provide you with a non-binding consultation on your professional and personal development. We are looking forward to hearing from you!