Learning Unit 1 : Initial Strategies

Some of the elements listed earlier as part of negotiating process here discussed are strategic. They are here discussed as strategies to be used at different stages.

• Plan the whole discussion according to the psychological needs and use appropriate strategies to maximize the advantage for gaining information about the views and objectives of their party.
• Set a tone for the whole discussion that focuses attention on the need to reach an agreed conclusion by joint problem solving.
• Sell ‘Sunny-side up’. Think how your proposal will be seen by the other person. Try to identify and ‘sell’ to the other person the benefits that would come to them from their accepting your case.
• Alter your position (within your planned limits) if needed to achieve this approach
• Avoid compulsive talking. Allow the other persons to say what they wish to develop a dialogue with the other person.

You can start the discussion as shown below:

“The general point of our discussion is ‘so and so’, which I think has come up because of ‘this and this’. But before I go into its details, it would be helpful if you first outline your view”.