2024 Leadership Development Course-Break Through Bargaining

Break Through Bargaining

Pdf Summary

"Breakthrough Bargaining," written by Deborah M. Kolb and Judith Williams, discusses the complexities of informal negotiations, focusing on the concept of the "shadow negotiation." This term refers to the nuanced, behind-the-scenes maneuvers that precede and continue throughout a formal negotiation. Unlike the main negotiation, which addresses "what" is being discussed, the shadow negotiation determines "how" it’s conducted—how power dynamics, communication styles, and the atmosphere of cooperation or competition are managed.<br /><br />The authors identify that negotiations can stall due to power imbalances, entrenched positions, or when issues of equality and influence arise. They note three strategic levers—power moves, process moves, and appreciative moves—as methods to navigate and manipulate the dynamics of shadow negotiations effectively. <br /><br />Power moves are aimed at convincing a reluctant party of the necessity to negotiate by offering incentives, applying pressure, or enlisting allies. In workplace scenarios where negotiations often occur, these moves can highlight mutual needs and emphasize potential benefits, as illustrated by the case of Fiona Sweeney, who encouraged inter-departmental cooperation by demonstrating value through strategic improvements.<br /><br />Process moves, on the other hand, involve shaping the negotiation structure itself. These include seeding ideas prior to formal negotiations, reframing negotiation procedures to open up more equitable discussions, or building consensus behind the scenes. By impacting the negotiation’s context and agenda—like Joe Lopez’s informal talks to garner support—bargainers can gain better reception to their inputs.<br /><br />Appreciative moves are about fostering trust and understanding by acknowledging different perspectives and saving face for all parties involved. These tactics help maintain dialogue and offer space for new information and ideas to take root, as shown in various examples where personal concerns and wider organizational issues were addressed empathetically.<br /><br />Ultimately, combining these strategic moves can bring resistant parties to the negotiating table, ensure more equitable involvement, and lead to creative, mutually satisfactory outcomes.

Keywords

shadow negotiation

informal negotiations

power dynamics

strategic levers

power moves

process moves

appreciative moves

negotiation structure

communication styles

mutual benefits