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Negotiation and Mediation Steps


How can I influence conflicts, plans and problems in such a way that everyone wins?


Negotiation refers to a number of activities that resolve conflicts and build teamwork. Direct negotiation is something that leaders engage in to resolve conflicts and come to decisions and agreements. Mediation is negotiation with a third party assisting in the process. Leaders who are superb negotiators and mediators enhance relationships, make effective agreements and facilitate the development of a smart organization that learns effectively.

What To Do:

1. Preparation—Think about your goals for the negotiation from many different points of view, including your own. Develop your BATNA. (Best Alternative To a Negotiated Agreement)

2. Open Communication—Frame the situation by establishing trust and a cooperative climate, agree on ground rules, agenda and evidence for success in the negotiation.

3. Discover Problems, Outcomes and Deep Values—Ask questions to discover problems, outcomes and deep values - in other words, do Leadership Counseling. Ask "What does that do for you?" to help find the values that outcomes may fulfill. Turn any demands into options.

4. Generate Options—Use creative thinking to come up with options.

5. Decisions—Design an agreement from the options for a multiple-win agreement. Summarize agreements, establish an action plan with time frames and accountability. Agree on consequences of violation.

6. Action and Follow Up—Put actions on your calendar! Follow up on agreements, build long-term relationships. And implement consequences as needed. Go into action in the world.