On Monday we wrote about the ineffectiveness of positional bargaining. Also on Monday, we got a chance to see positional bargaining on a national scale. And based on a Pew Survey conducted earlier this week, it appears many Americans were not impressed by what they witnessed. In fact the survey reported “a staggering 72% have nothing but derision for Congress’ divisiveness.” Positional bargaining doesn’t work: not in government, not in business.
So what does?
Before we answer that question, ask yourself – do I want to reach an agreement? This is a serious question, because if you do, there are ways to achieve it. If you don’t or you really don’t care or only want it your way, then positional bargaining is just fine because it will help you achieve that objective.
What works is a willingness to compromise, a willingness to reach a satisfactory agreement. In Washington this week, reporters questioned whether some members of Congress wanted to reach an agreement or only wanted to reach their definition of what an agreement should be.
Whether in business, in politics, or in our personal lives, compromise is necessary to move forward. And the anatomy of the compromise process looks like this:
- Identify an outcome, or at minimum, the common points of the outcome that are agreeable to both parties.
- In other words, what’s the objective and do you agree that it’s the objective?
- Understand the consequences to you and your company if you do not reach an agreement?
- Then, determine if you can live with the consequence?
- Understand the issues you cannot give on (your deal breakers) and be prepared to share why?
- Understand the issues that you would like to get, but it’s not a deal breaker if you don’t. This creates buffer space.
- Negotiate with the other party
- Compromise yourself.
Not all discussions will end in agreement because the parties may just be too far apart on their definition of an acceptable outcome. And that’s OK and will and should happen at times. What’s not OK is to draw a line in the sand at the start of the discussions and dare the other person to cross it.
Copyright 2011 Kubica LaForest Consulting
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