Controlling the Negotiation by Establishing Interests

Control the Negotiation before It Begins

The third strategy described by Malhotra (2015), "Map Out the Negotiation Space,” is all about understanding the terrain of the negotiation - what the boundaries are, where there might be potential areas of agreement or disagreement, and what the consequences of various outcomes could be. In other words, it is about getting a lay of the land before embarking on the journey.

Implementing this strategy can significantly increase an organization's chances of creating a more productive interaction and achieving a more profitable outcome for a few reasons.

By mapping out the negotiation space, one gets a clearer understanding of the other party's interests, needs, and potential sticking points (Malhotra, 2015). This awareness can help shape your negotiation strategy, allowing you to address key issues and propose solutions that cater to both parties' interests. It also enables you to anticipate potential objections and prepare relevant responses in advance, thereby minimizing roadblocks during the negotiation.

Mapping out the negotiation space also allows for a more strategic approach. Once you understand the terrain, you can start to prioritize your objectives, decide on your non-negotiables, and identify where you can make concessions. It also assists in envisioning the different routes the negotiation could take and preparing for them. This proactive planning can lead to a smoother negotiation process and more favorable outcomes.

Plus, when you understand the negotiation space thoroughly, it gives you a sense of control. This understanding can help you steer the conversation in a direction that's most beneficial to your organization. For instance, you can choose to address the less contentious issues first to create an atmosphere of agreement and rapport before moving onto the more complex issues. This can set a positive tone for the negotiation and increase the likelihood of a mutually beneficial agreement.