A lesson in Analysing the Negotiating Environment:
A significant number of the trainers I have trained in negotiating techniques had no idea about several key areas that should (must) be considered as part of the preparation discipline and when considering the face to face phases of a negotiation. Two are of particular interest here, as they play a significant part in any professional Negotiator’s thinking – Environment and Complexity; and by complexity I mean the negotiator’s use of the term. (My next blog).
The “Negotiating Environment”:
Many negotiating trainers are sellers and presenters. The reality is that most are not negotiators, do not think as negotiators and see the world from a different perspective. There are not very many negotiating trainers who one can say are negotiators.
Negotiator’s are thinking, contemplative quiet individuals weighing up situations, information, opportunities, possibilities and probabilities who can take a step back and really understand the terrain, the players, the influences, relationships, etc., and these insights gives them the cool, confident courage that is the sign of a top negotiator.
Mapping the environment of a negotiation is always an interesting exercise. There are various ways one can approach this. I select a method which helps me visualise the whole picture in a quick but efficient glance. Quite often the “picture” will sit alongside my objectives, strategic options other planning tools – Venn Diagramming helps or Mind Mapping – you will develop your own preferred method based on what you are comfortable with.
This is the first phase of mapping which tries to identify the influences in the Greek / Europe negotiations.
Each Node is an influence in the negotiation, some are direct (parties involved directly in the negotiations); others are influencing the parties (backroom / have an interest or will suffer consequences / will react to outcomes ).
As each influence is identified, it sets up a secondary analysis in which the interests, needs, priorities are noted together with the concerns, problems, threats and must avoids. Not easy, but often fascinating and always important part of one’s preparation.
Our client Sharppractitioners see this as a very important element to learn and develop as they become more expert as negotiators.