Planning for Negotiations
Rethinking Negotiation Planning – Why Flexibility, Not Rigidity, Drives Success
In high-stakes negotiations, preparation is often touted as the key to success. But what if the way we plan is limiting our outcomes rather than enhancing them? Traditional negotiation wisdom emphasises setting clear goals and sticking to them. Yet my research suggests that goal flexibility—the ability to adjust objectives strategically during a negotiation—is a far more effective approach.
At Sheer Negotiations, we equip professionals with evidence-based methods to enhance their negotiation effectiveness. One of the core principles we teach is that negotiation planning should focus not just on rigid goal-setting but on building a structured, adaptable approach to value creation.
The Pitfalls of Rigid Planning
Many negotiators believe that planning means locking in their objectives, determining their BATNA (Best Alternative to a Negotiated Agreement), and sticking to their script. While having clarity on objectives is valuable, rigid adherence to pre-set goals can lead to suboptimal outcomes.
Negotiations are dynamic. Stakeholder priorities shift, new information emerges, and unexpected constraints arise. A negotiator who clings too tightly to a fixed target risks missing opportunities for creative solutions that could deliver better results for all parties involved.
The Power of Goal Flexibility
My research demonstrates that structured planning, when combined with flexibility, significantly improves negotiation outcomes. Goal flexibility allows negotiators to adapt their strategies in response to real-time developments while maintaining alignment with their core interests.
Instead of viewing goals as rigid markers, negotiators should think of them as a hierarchy:
Why Goals (Interests): The underlying motivations driving the negotiation.
How Goals (Strategies): The approach taken to achieve those interests.
What Goals (Specific Objectives): The tangible outcomes being sought.
Negotiators who structure their planning around this hierarchy can adjust their strategies and objectives without compromising their fundamental interests.
Applying Goal Flexibility in Practice
At Sheer Negotiations, we coach executives and teams to build adaptability into their negotiation planning. Here’s how:
Identifying Core Interests: We guide clients in clarifying their underlying motivations, ensuring they can flex on specific demands, while staying true to their broader objectives.
Scenario Planning: We teach negotiators to anticipate possible pivots and develop contingent strategies that allow them to respond effectively to shifting dynamics.
Real-Time Reframing: We train professionals to recognise opportunities for creative deal-making that might not have been apparent in their initial planning.
The Results?
Better deals, stronger relationships, and a reputation for collaborative problem-solving.
If your negotiation approach is feeling constrained by rigid targets, it’s time to rethink how you plan. Let’s equip you with the tools to negotiate with clarity, confidence, and adaptability.