Reality Check

More on Negotiating

You can negotiate effectively only if you can identify your own interests and those of the person whose cooperation you need. Sounds simple, but a common mistake is to confuse interests with positions.

Interests are things a person cares about—any concerns about the issue, any underlying wants. These can be tangible (such as money or resources) or intangible (such as power or reputation). See Tool 11-3 for hints on how to identify your project stakeholders’ interests.

Checklist: Identifying Your Project Stakeholders’ Interests

Tool 11-3.

A position, on the other hand, is where a person stands on an issue. Examples:

• You want a line worker’s help in collecting error rate data. The plant manager’s position may be that no resources are available. The manager’s interest might be that he wants to maintain control or be seen as competent (but thinks this won’t happen if he gives you access to the data).

• You want a team member to attend more project meetings. Her position might be that she doesn’t have the time. Her interest might be that she wants to get credit or be associated only with a success (and she’s not sure if this project will succeed or whether she’ll get any credit if it does).

What to Do When You're Negotiating

1. Identify the issue: what you’re negotiating about.

2. Identify your own and the other person’s interests (see Tool 11-3 for guidance).

3. Focus on interests rather than positions. Think about what you have to offer the other person (i.e., how you might satisfy his/her interests), and how to make your offer attractive to this person. Think about what he or she has that would satisfy your interests; don’t be afraid to ask for what you want or suggest trades.

4. If the other person’s style bothers you, don’t let it get in the way of negotiating. The goal is to get both parties’ interests satisfied, not to become best friends.

5. Generate alternatives, discuss them, evaluate, select, and implement.

6. Repeat as necessary!