Certainty Is a Rare Commodity
Seems that the world of science is not quite so clear as scientists may have us think. The search for a universal theory has been thrown into chaos by the findings from a European telescope based in Chile, which has discovered that one of the fundamental laws of physics, the Alpha Constant, may not be constant after all.
For negotiators certainty may similarly be difficult to identify. It could also create problems for the negotiator looking to develop a solution that both parties can work with. Clearly the negotiator must understand what limits there are to any movement they may be prepared to make, and develop a process by which that movement will be managed.
But they should also check that certainty is indeed certain.
Ask yourself “What are the circumstances under which I may be flexible on my limit position?” If you can find any, don’t be afraid to introduce them into the mix.
If you can’t, get the other side to recognize issues upon which you are not going to move on under any terms, but signal areas that might be open to discussion provided that the other side show flexibility too.
Negotiation is an enabling process not a blocking one. Of that I am certain. Alan Smith,