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Corporate Negotiations
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Negotiation typically manifests itself with trained negotiator acting on behalf of a particular organization or position. It can be compared to mediation where a disinterested third party listens to each side’s arguments and attempts to help craft an agreement between the parties. It is also related to arbitration which, as with a legal proceeding, both sides make an argument as to the merits of their “case” and then the arbitrator decides the outcome for both parties.
Negotiation involves three basic elements: process, behavior and substance. The process refers to how the parties negotiate: the context of the negotiations, the parties to the negotiations, the tactics used by the parties, and the sequence and stages in which all of these play our. Behavior refers to the relationships among these parties, the communication between them and the styles they adopt. The substance refers to what the parties negotiate over: the agenda, the issues (positions and – more helpfully – interests), the options, and the agreement(s) reached at the end.
Our skilled negotiators may use a variety of tactics ranging from negotiation hypnosis, to a straight forward presentation of demands or setting of preconditions to more deceptive approaches such as cherry picking. Intimidation and salami tactics may also play a part in swaying the outcome of negotiations. Cherry picking is the act of pointing at individual cases or date that seem to confirm a particular position, which ignoring a significant portion of related cases or data that may contradict that position.
The term is based on the perceived process of harvesting fruit, such as cherries. The picker would be expected to only select the ripest and healthiest fruits. An observer who only sees the selected fruit may thus wrongly conclude that most, or even all, of the fruit is in such good condition.
Salami tactics also known as the salami-slice strategy is a divide and conquer process of threats and alliances used to overcome opposition. With it, an aggressor can influence and eventually dominate a landscape, typically political, piece by piece. In this fashion the “Salami” is taken in slices, until one realizes (too late) that it’s gone in its entirety. In some cases it includes the creation of several factions within the opposing political party and then dismantling that party from the inside, without causing the “sliced” sides to protest.
Corporate Negotiations is a focused deal that has to be concluded the earlier the better.
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