The Elements of Negotiation

ELEMENT 57Argumentations

What characterizes the argumentation phase is that the arguments are established in general terms, and that the negotiation may easily slip into verbal combat. The negotiation grows into a test of strength between the parties. The party who argues well and credibly may win the initiative and reach a conclusion without having to make any concessions. What we get is a zero-sum game in which everything is done at the expense of the other party. They will have to be satisfied with a smaller share of the profits and bear more of the costs and risks.

Let me start off by saying that argumentation as a collaborative negotiation is generally bad for the development of values. In the argumentation phase, the parties try to exert influence on each other's ambitions and perceptions of each other's negotiation strength. They position themselves for the forthcoming negotiation.

Many arguments are rigid and will have to be further developed before constructive negotiations will become possible.

• The argument is: We thought we'd get more for our money.
• The argument is further developed: What is it that you're missing?
• Don't reply: This is a standard offer. Any additions will have to be charged as extras.
• The argument is: The operating costs for your plant are too high.
• The argument is further developed: What did you expect them to be? How had you arrived at that figure?
• Don't reply: Our documented useful effect is as high as 92 percent. No company is more efficient ...