Negotiations Implementing Strategy - - Focus on Process

Consciously change the game by not reacting to the other side. Take steps to shape the negotiation process as well as the outcome.

Avoid

• Acting without gauging how your actions will be perceived and what the response will be.
• Ignoring the consequences of a given action for future as well as current negotiations.

Instead

• Talk not just about the issues but about the negotiation process: "We seem to be at an impasse; perhaps we should spend some more time exploring our respective objectives and constraints."
• Slow down the pace: "I'm not ready to agree, but I'd prefer not walk away either. I think this warrants further exploration."
• Issue warnings without making threats: "Unless you're willing to work with me toward a mutually acceptable outcome, I can't afford to spend more time negotiating."