Negotiation Series (2)
Based on the previous publication on The Paradigm Shift In Negotiation, it is clear that there is a change from the old method of collective bargaining which has all to do with adversarial relationship and can safely be linked to the old industrial age of “blessed memory” to a more civilized approach of Interest-Based-Negotiation (IBN) which section 97 of the Labour Act demands from parties in any negotiation.
Obviously, this requires from social partners to acquire the needed knowledge, understanding and the skill of the Content, Process and Response (CPR) to enable them fully benefit from the art and science of negotiation.
The Application of a “Past” Module
Dr Jerome Bennet once said that “A PAST module of mutual-gain negotiation is a “generalised, hypothetical description, often based on an analogy used in analysing or explaining something “
PAST in Principles, Assumptions, Steps and Techniques will form part of the knowledge understanding and skills that will help social partners in the application of section 97 and other relevant sections of the Labour Law (Act 651). Let us take a peep into the PAST module.
Principles
- Focus on issues and not personalities or the past.
- Focus on interest and not on positions.
- Seek mutual-gain
- Apply a right method or criteria to determine the outcome.
Assumptions
- That problem-solving enhances relationships.
- That both parties can gain in negotiation.
- That both sides should help each other during the negotiation.
- Open, and Frank conversation expands mutual interests and other options.
- Mutually developed standards or criteria for evaluating options can move decision-making away from reliance on fight, flight and freeze. (Power-based approach).
Steps
Apparently, the steps to follow can tremendously aid both parties in the handling of the content process and responses.
- Identification of issues
- Identifying interests behind the issues
- Developing options
- Setting standards/criteria
- How to judge options with standards/criteria
- Achieving a mutual gain agreement.
Techniques
To enable the parties to engage in an interest-based-negotiation, it is important for them to learn the following techniques:
- Brainstorming interests and options.
Interest is the reasons underlying a party’s position and why a particular solution is preferred. Understanding of interest requires explanation not just of one’s position.
After brainstorming the interest, the next big question is: what options are available to us (parties). Parties must Brainstorm possible solutions together and consider options for a common benefit by creating what neither of them could do on their own, and look for possible trade-offs that can turn potential into reality.
- Also for a successful negotiation, parties must employ active listening
And speaking skills to reach a consensus. The use of the PULSE and GHOST principles is a powerful technique for effective communication during the negotiation process. The acronym GHOST stands for Gentle, Honest, Open, and Specific Talk. The GHOST principles are the first protocol that fosters a smooth process where parties are guided to freely speak and be heard in a bid to understanding their differences and resolving them by reaching an agreement.
- Another technique to be employed in negotiation is Idea Charting.
Parties must put all their ideas and options raised during the brainstorming session on a chart board where all can see and deliberate on which option best suit the criteria set for a sustainable result.
Gamey and Gamey Group
