Negotiating When There is No Trust, No Working Relationship and a Bad History
One morning in early January, the phone in my office rang and the individual on the other end of the line laid out the following negotiation challenges:
What do you recommend?
After asking several questions about the goals, history and working relationships between these two organizations, it became clear that business as usual in negotiations would not do. Einstein is reported to have defined insanity as doing the same thing over and over, but expecting different results. Both groups needed a new negotiation paradigm and a new set of negotiation skills to achieve better negotiation results. I recommended, “Joint Negotiation Training.”
Joint negotiation training invites all of the parties of a negotiation to a 2-3 day workshop in which the parties:
It is important to note no actual negotiation of substantive issues goes on during the joint negotiation workshop. The joint negotiation workshop provides preparation for and a joint launch of the negotiations.
I advised the person I spoke with that it would be quite natural for the union to be suspicious about this idea, and so rather than ask the union to say yes to engaging in the joint negotiation workshop, he/she should ask them to say yes to coming to a meeting to learn more about the joint negotiation workshop process.
Having all of the parties of an upcoming negotiation engage in a joint negotiation workshop is powerful because joint negotiation workshops:
To learn more about how Ki ThoughtBridge facilitates joint negotiation workshops contact Ki ThoughtBridge at www.kithoughtbridge.com.
Register today for the Enhancing Your Negotiation Skills Workshop coming April 19 & 20, 2017!
Related Topics: Negotiation Skills, The Integrated Work of Leadership©, Negotiating Process, negotiation, negotiation process, negotiation success, Negotiations, Process is Power in Negotiation, conflict, Conflict Resolution, difficult conversations