The Way Forward

One of the reasons for extra tension is that when deadlock occurs, we are unprepared for it and simply don't know what the correct procedure is. To simplify it for ourselves, there are only three productive outcomes possible. Either we have one more attempt at negotiation there and then, or we meet later at an agreed time to discuss our reflected views informally. Or we meet again in a more formal setting.

Whichever of the three is chosen, it is vital that you keep positive, and communicate in a positive manner. Before you part, make sure you have documented a brief summary of agreement so far. You may well be able to document the particular issues that you will need to reflect on or report informally on. Where you have asked W questions, you may want to jot down the key concerns that you have uncovered. If your counterpart has uncovered concerns of yours, jot them down as well. Reaffirm your commitment to work for a solution. Reaffirm your desire to do business with your counterpart. Thank them for their effort and energy. The next chapter details specific techniques for asking questions.

When you get back to the office, type up your summary notes and fax or mail them to your counterpart. Make sure that you repeat your commitment to arriving at a mutually beneficial agreement.

One alternative, as a last resort, would be to jointly agree two other negotiators to have an informal chat. It could be your MDs or your technical directors. The latter is risky, and you would have to ensure that they were reasonably competent and also that they were thoroughly briefed.



How to Negotiate Effectively
How to Negotiate Effectively (Creating Success)
ISBN: 0749448202
EAN: 2147483647
Year: 2003
Pages: 111
Authors: David Oliver

flylib.com © 2008-2017.
If you may any questions please contact us: flylib@qtcs.net