Q & A Table of Contents
How to get an effective agreement
From: Mimi in Alberta, Canada
Question: Can you tell me more indepth about the effective agreement and how to get one?
Response: Your answers to the following very brief list of questions will tell you whether you have reached an effective agreement:
1. Have I reached an agreement that comes as close as possible to fulfilling my interest(s)?
2. Will other parties to the agreement fulfill their commitment? Do we have a good process for measuring and monitoring fulfillment by the parties?
3. Do I feel satisfied by the substance of the agreement and the process by which it was reached?
4. Would the other party/parties give the same answers to these questions?
Reaching an effective agreement is less simple to summarize. One of the risks is that giving you a list of issues or techniques may lull you into thinking that negotiating is a process similar to the pre-flight checklist used by airplane pilots. In their case, each question has only a single right answer.
In negotiation, there are many possible routes to reach agreement, even if you negotiate the same issues with the same people with great regularity. Individuals show up to discuss the items on an agenda carrying both relevant and irrelevant baggage that may influence how they negotiate at a given time. Did they have a fight with their spouse? Are they afraid that what they do in the meeting may have an impact on how their superior views their job performance? There is an infinite variety of external issues that may influence how a negotiator behaves.
Thus I suggest you read about negotiation: 'Getting To Yes' by Roger Fisher, William Ury, & Bruce Patton is the classic introductory book. You may find the published articles and the questions and answers on TNSC's website instructive. It can make excellent sense to observe folks you consider 'good negotiators' to see what you can learn from them. And you can learn by taking courses in interest-based negotiation.
If you decide to look for a course, I would encourage you to find out whether it focuses on interest-based or competitive approaches. Competitive bargaining is short-term focused, not likely to yield favorable answers to the questions asked above. There may be courses offered at your university or in nearby business schools. More and more businesses are bringing in negotiation training to enhance that core competency among their staff. While virtually all of the programs TNSC offers are in-house for corporate clients, occasionally clients will encourage us to invite outsiders to participate to bring in folks who do not share the corporate culture and can thus contribute to the variety of learning and negotiating styles that enhance the course for all participants.
Good luck and good negotiating, Steve.
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