Negotiation strategy: openly naming the minimum
April 28, 2015 4:33 PM Subscribe
A couple of years ago I came across a negotiation technique either here or on LinkedIn that has worked well for me, I just don't know what it is called. It involved starting by having each party writing down and sharing what they thought was the other party's absolute non-negotiable, and conceding that.
I would love to read up and refresh on that, as it has been a successful strategy not only for myself, but in facilitating agreement agreement between separate parties at work.
The idea was that if you agree that any compromise will eventually involve each other's non-negotiables, then everyone can concede those at the beginning and just focus on the details of the agreement that are above the minimum. I hope that this description makes sense. I think that the headline here or on LI was along the lines of "don't start the negotiation by naming your highest number, but naming one another's lowest." Thank you hive mind.
I would love to read up and refresh on that, as it has been a successful strategy not only for myself, but in facilitating agreement agreement between separate parties at work.
The idea was that if you agree that any compromise will eventually involve each other's non-negotiables, then everyone can concede those at the beginning and just focus on the details of the agreement that are above the minimum. I hope that this description makes sense. I think that the headline here or on LI was along the lines of "don't start the negotiation by naming your highest number, but naming one another's lowest." Thank you hive mind.
Best answer: I think an applicable buzzword might be 'added value negotiation/negotiating.' In Harvard-speak it's openly disclosing each side's LAA so it can be immediately discerned if there's overlap that creates a ZOPA ('zone of possible agreement' aka 'bargaining zone.') As Slatey suggested, it's not always that simple.
posted by snuffleupagus at 7:38 PM on April 28, 2015
posted by snuffleupagus at 7:38 PM on April 28, 2015
Pattern of agreement is how we refer to it in my profession. Both parties start out by confirming all essential or non negotiable points that will be a part of the final decision or settlement, and then move on from there.
posted by nightrecordings at 8:04 PM on April 28, 2015
posted by nightrecordings at 8:04 PM on April 28, 2015
Mod note: A couple of comments deleted; commenter misread the question.
posted by taz (staff) at 11:12 PM on April 28, 2015
posted by taz (staff) at 11:12 PM on April 28, 2015
Response by poster: Thanks for the answers. I happened to find the exact post I was looking for when going through my bookmarks looking for something else.
posted by cgk at 2:51 AM on May 27, 2015
posted by cgk at 2:51 AM on May 27, 2015
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posted by slateyness at 6:33 PM on April 28, 2015