The Negotiation Book: Your Definitive Guide To Successful Negotiating

9.7. PREPARING TO MANAGE COMPLEXITY

How do we cope with the complexity of multiple variables in negotiations? Negotiation in multi-issue deals involves packaging and repackaging variables together. It involves linking conditions and changing the terms that relate to each variable and to the interests, priorities and needs of the other party.

The shape of most deals, where a range of issues are involved, changes each time a new proposal is tabled. Changes in terms of total value happen throughout the negotiation until both parties agree to settle with a particular set of terms and conditions. The process provides a fluid situation, like watching shifting sands. The shape may get bigger or smaller, longer or shorter, fatter or thinner. This can make tracking the deal and the implications of changes difficult, and for this the Complete Skilled Negotiator uses a 'Record of Offers' tool (page 299).

Building an agreement that entails a process involving many proposals is challenging because of the need to trade around specific variables whilst remaining mindful of the overall picture and total value implications.

For example, whilst negotiating an agreement which involves agreeing to guarantee that a job will be finished by the end of the month you may want to consider the things which you cannot control, like circumstances that might make the commitment difficult to meet. These should be recognised by both parties as valid reasons for the job being delayed.

9.7.1. Exploring all possibilities ...