376 / PREPARING TO NEGOTIATEDesigning the structure
Structuring your approach
Every successful negotiation starts with
a clear structure: defined roles, agreed
rules, a set agenda, and a schedule for
action. A framework for the negotiation
will most likely be suggested by each of
the participants. It is then subject to
negotiation and joint re-creation so that
all parties are satisfied that it reflects
their concerns. Consult with the other
party before you negotiate to agree on
all procedures that you will use. If you
cannot agree on the procedures, it may
be better to postpone or abandon the
negotiations altogether.Basic ground rules These need to be
agreed to with your counterpart. For
example, is it acceptable to change
negotiators in midstream? Are
observers allowed? Is the meeting
open or closed? How should people be
addressed and how should priority of
speech be given? What will be the
course of action if you cannot reach an
agreement? All parties should agree
to listen respectfully to one another,
attempt to understand the positions of
others, and refrain from legal
proceedings for the duration of the
negotiation.Before producing a blueprint for a building, an architect first studies the
functionality of the structure—the purpose it will serve. When you are
planning a negotiation, you need to think like an architect and devise a
structure and a process that will best fit the purpose of the negotiation.CREATING THE RIGHT
TEAM
In team negotiations,
carefully consider the
size and composition of
your team so that you
include all necessary
skills and represent
all key constituents.Tip
Negotiation starts with
defined roles, agreed rules,an agenda, and a schedule
US_376-377_Designing_the_structure_1.indd 376 30/05/16 3:06 pm