Outside moves, inside pressure
Many business negotiations are straightforward affairs, where both parties are trying their best to reach an agreement that is mutually beneficial, a both-win negotiation. Disagreements are discussed and resolved, making everything go fairly smoothly...
Types of moves that can create pressure are:
- Wildcat strikes
- News reports that affect either party
- Press releases that share sensitive information
- Rumors about a product or service
- Rationing of materials
- Changes in credit terms
- Sending out requests for quotations
Some of these may be more serious than others. If two countries are in diplomatic negotiations, and one country’s military makes moves to ramp up presence, clearly, there will be pressure in the room. A sudden strike during a labor negotiation could pressure management into concessions. Rumors however, could be summarily dismissed, as could news reports. Of course, it will depend on the content and what is being alleged.
According to Dr. Chester Karrass: “A move outside the conference room adds emphasis to the words. It escalates risk.” He adds: “Moves affect the expectations of the parties and alter the balance of power.”
How do you deal with outside moves? Please share in the comments.
Success in negotiation starts with understanding what kind of negotiation you are dealing with. Fundamentally, every negotiation is fundamentally about finding and distributing value...Read More
Happy Holidays to you and yours! Chances are very good that you had to negotiate with at least a few people to figure out what your holiday plans would be this holiday season, and chances are good that it didn’t all go perfectly smoothly. If you are all still on speaking terms, that’s probably because you utilized some of your best conflict resolution tools...Read More