The_Essential_Manager_s_Handbook

434 / DEVELOPING YOUR TECHNIQUE

Building winning coalitions

The moment there are more than two parties in a

negotiation, there are opportunities to make

coalitions. To protect your interests and remain in

the negotiating game, one of your major objectives

will be to think well in advance about offense (how to

build a winning coalition) as well as defense (how to

put together a blocking coalition).

When attempting to build a stable coalition, there

are three essential factors to consider. The first is

the issue of agreement. Some parties will agree and

others will disagree with your vision and the

strategies and tactics you plan to use to achieve it.

DIVIDE THE PIE

Make it clear to your

coalition partners

how the benefits—the

proverbial pie—will be

divided if you achieve

your goals. The division

certainly must be fair,

but fairness does not

necessarily mean an

equal share.

Tip

To build a coalition,

there are three

factors to consider

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