Negotiating and Mediating
How can I influence conflicts, plans and problems in such a way that
Negotiation refers to a number of activities that resolve conflicts and
build teamwork. Direct negotiation is something that leaders engage in to
resolve conflicts and come to decisions and agreements. Mediation is negotiation
with a third party assisting in the process. Leaders who are superb negotiators
and mediators enhance relationships, make effective agreements and facilitate
the development of a smart organization that learns effectively.
What to do:
- 1. Preparation Think about your goals for the negotiation
from many different points of view, including your own. Develop your BATNA.
(Best Alternative To a Negotiated Agreement)
- 2. Framing Establish trust and a cooperative climate,
agree on ground rules, agenda and evidence for success in the negotiation.
- 3. Discover Problems, Outcomes and Deep Values Ask questions
to discover problems, outcomes and deep values - in other words, do Leadership
Counseling. Ask "What does that do for you?" to help find the
values that outcomes may fulfill. Turn any demands into options.
- 4. Generate Options Use creative thinking to come up with
- 5. Decisions Design an agreement from the options for
a multiple-win agreement. Summarize agreements, establish an action plan
with time frames and accountability. Agree on consequences of violation.
- 6. Action and Follow Up Put actions on your calendar!
Follow up on agreements, build long-term relationships. And implement consequences
as needed. Go into action in the world.
- For a more detailed look at this method of negotiation and mediating,
look at the
VBL Negotiation and
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