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Tactic #20 - Isolating Agreement
Summary: Discussing the issues that can be
easily agreed on before addressing the difficult issues.
In complex negotiations, there
are usually many deal points that need to be discussed and negotiated.
Issues such as price, delivery schedules, service agreements, warranty,
who will actually perform the work, training, and how add-ons or
additional work will be handled are all examples of negotiable issues
that need to be determined. If both parties are close to agreement on
these issues, it may be best to discuss them first in the negotiation.
Example
When unions and management teams negotiate, they almost always negotiate
the easiest points up front, and then save the economic issues for the
very last. This serves two purposes. First, it speeds up the negotiation
by getting resolution to the issues on which both parties agree. Second,
it helps build the relationship between counterparts by allowing them to
reach agreement on the easier issues.
Counter
There are two important points to remember if you or your counterpart
uses this tactic. First, you should not narrow the negotiation down
to one last issue. If you do, you may create a win-lose outcome. For
example, when wages are the last thing left on the table, neither side
has much room left for negotiation.
Second, when using this tactic, remember, a lose-lose outcome is
always a possibility. For example, if wages are the last deal point
to be negotiated and the management team finally agrees to the union’s
demands for higher wages but then has to lay off people in order to pay
the higher wages, both sides lose.
One effective defense against Isolating Agreement is to tackle
the toughest topic first. Doing so ensures that you have additional deal
points you can juggle to create a win-win outcome.
Ask the
Negotiator - Are you involved in a
negotiation and not sure what strategies or tactics to use?
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To view the latest issue of The Master
Negotiator, the premiere on-line newsletter for negotiators,
follow this link:
The Master Negotiator, Volume 2, Number
11 The Fifteen Rules Every Negotiator Must Know
To view previous Negotiating Tactics of the Week,
follow this link:
Negotiating Tactics of the Week
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