Join the Wily Manager guys this week as they talk about The Triangle of Satisfaction – the three types of needs that must be addressed in order to negotiate lasting agreements.
Monday’s Tip: Consider the Emotional Needs of the person(s) you are negotiating with. How are they going to feel about the process and the outcome of whatever is at stake? What baggage will they bring?
Tuesday’s Tip: Consider the Procedural Needs of person(s) you are negotiating with. What is the other’s understanding of the process? Are the right people, with the right information available at the right time to make the process work?
Wednesday’s Tip: After considering Emotional and Procedural needs, consider the substantive needs of the negotiation. What are the actual issues at stake?
Thursday’s Tip: If you are in a longer negotiation process, continually revisit the Emotional and Procedural needs. Things will change throughout the process, and it is important to consider how those changes will impact the process and outcome.
Friday’s Tip: Remember that “negotiation” also applies to moving people to a new course of action. Sometimes negotiation implies legal agreements, but in other cases, it is simply moving people to a new way of doing things, and the same principles apply.