Negotiations Training

The Time and Place:
Logistics of a Negotiation

Professional interrogators are masterminds at knowing how the layout or "ground rules" of an interrogation can influence the flow or direction of an interaction. Psychologists have known about this for years. Certain factors will always play a role, positive or negative, in determining how one party or another may act during a discussion. In a way, negotiations are no different. Now, we're not talking about an interrogation. Rest assured that the negative connotations that come with the thoughts of an interrogation should not have anything to do with a negotiation. The purpose of the illustration is to point out the following - if you have influence in determining the logistics of a negotiation, you have in your hands a very important and useful strategic tool that will work to your advantage in a negotiation. Let's look at some of these components to bring this idea to life:

* The Agenda - We've seen meetings of all types fall quickly into disorder when the leader has failed to put in place an agenda. The same goes for negotiations. Often, whoever puts in place the agenda is the one who truly has control over the flow and direction of a meeting. Prior to your negotiation, take the time to lay out an agenda that provides the order in which you want particular issues to be discussed. You may want to get some of the easy items out of the way to build positive goodwill while deferring tougher issues towards later stages of a meeting. At the same time, there may be areas that you feel the other side may be avoiding that are best handled early so that negotiations don't stall out and waste everyone's time. Consider how the order of your discussions will have the most positive effect on your negotiation. If the other party mentions that they are putting in place an agenda, as well, ask if the two of you can work together to build a joint agenda. This will set a collaborative tone as both parties work to put in place something that will satisfy each side.

* The Location - Whenever possible, do what you can to have a negotiation take place at your own location. Just as football and baseball teams benefit from the home-field advantage, so do individuals who are to negotiate in their offices? In many ways, this is solely a psychological advantage. We do better in those places where we feel the most comfortable. However, there are many times when negotiating in your office simply isn't an option. You may need to fly out to another city or might have to make sales calls at your clients' sites. This is to be expected. During those times when a negotiation on your home turf is not possible, you may want to steer the other party to negotiating in a neutral site. At times, hotel conference centers, airports, restaurants or even your neighborhood Starbuck's are all good locations.

* Seating - Layouts can send various messages. The safest possible layout to use is a round table as it provides a collaborative perception and does not allow anyone to claim a "head of the table" position to wield authority over others. When rectangular tables are the only option, sit on a corner with one person on each side (as if to a "T"). Teams may all want to sit on one side so as to share information back and forth or interspersed with the other party so as to strip and "us vs. them" connotations.