How the parties negotiate together explains the quality, the efficiency and the results of their negotiation at least as much as what they are negotiating about!
We therefore understand our role as helping you optimize the negotiation process (the "how"), while you remain in total control of the content of the negotiation (the "what"). As a matter of fact, our negotiation management approach allows you to significantly reduce the risks of a negotiation while increasing its time efficiency and the quality of its results.
Four Guiding Principles to Negotiate more Efficiently and Successfully
Our negotiation management method is based on four guiding principles:
- The parties prepare themselves in the same way for the negotiation (i.e.: by using the same preparation handbook).
- The "thread" of the negotiation is the same as the one that was already followed for the preparation.
- This "thread" guides the parties through the steps of an optimal negotiation process (the parties may of course decide to follow a different thread; but if they decide to do so, they do it consciously).
- The negotiation takes place in a "negotiation room" in which pin-walls, flipcharts and facilitation cards are used to visualize systematically the negotiation process and its progress.
This method allows you to focus your attention on what you are negotiating about and to benefit of a carefully and transparently planned negotiation process.