The Negotiator Magazine

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Step Three

The third step is to consider what is causing the inability of the opposing participant to comply with the suggested resolution of the other, if this is the case. This draws both parties closer toward solution since both are invested in the desire to seek resolution through the negotiation process.  

Techniques for building toward agreement

The three steps enumerated above, taken together and applied to each controversial issue for the benefit of both participants can portray a contentious issue in a much clearer light, illuminating specific areas of concurrence and resistance within the larger framework. Once specific areas of discord are identified, resolution becomes a task-specific and therefore a much simpler matter of consideration for both parties, enabling participants to build upon points of agreement. 

Once the objection has been deconstructed, solution seeking can move forward toward actual concession through the introduction of an inspirational catalyst. A catalyst, in the form of an attractive incentive intimates a motive within an opposing party to comply with a proposal.  

Providing the incentive

In order to isolate potential incentives which may inspire your opponent to accept your suggestion, deconstruct your own objections and find areas where you can facilitate forward momentum. This can be achieved through a compromise or a cooperative effort to achieve either a goal which is non-controversial to you or beneficial to both parties.  

 

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June 2006