arrow_of_apollo | TM 246 - What are the five steps to a successful negotiation?

246 - What are the five steps to a successful negotiation?

Somewhere in the universe, four men sit down at a conference table to discuss the elements of a successful negotiation. Although the members of this unusual group come to the table from widely disparate backgrounds and even realities, they also have a great deal in common. Each man is a leader of others, and has been involved in more than one occasion requiring keen negotiation skills. Four men with unique opinions, strong moral compasses and extensive experiences, they enter the discussion feeling confident in their ability to form an effective response to the question.

The greetings are short and cursory, except perhaps for the exchange between the dark-haired man that is the youngest of the quartet and the gentleman behind the red sunglasses, who seem familiar enough with one another to warrant a few extra words, but no more.

"Before we start the discussion," says the Englishman, "I'd like to suggest that in the interest of logistics, we agree to allow Mr. Adama--" Wesley nods toward the man in the suit and tie opposite him-- "to act as a sort of chair for the group, considering his background."

Dick's training in observation kicks in. He nods, but notices the reluctance with which the suggestion was made and the slight undercurrent of reticence on everyone else's part-- they're all men used to leading, not following.

"Fair enough," says Scott. He recognizes the need, and the appropriateness of a President presiding over the discussion.

"The question at hand, then," says Lee, "regards the five steps to a successful negotiation. Suggestions?"

Wesley answers immediately. "One: Research," he declares. "There is no substitute for a clear and thorough understanding of whoever-- or whatever-- it is that is sitting across the metaphorical table from you. Know your enemy."

Scott nods. "I can't agree more. In dealing with any situation where two sides might be at odds, or simply have differing goals, information is the greatest possible asset you can bring to the table. If at all possible, even during combat situations, my preference is for my opening move to be reconnaissance." His brow creases for a moment. "Although unless you're in a clear adversarial situation, I'd step back from referring to the other side as the 'enemy', personally."

"The other side doesn't want what you want," Wesley rebuts. "Isn't that close enough?"

A slight smile comes to Scott's face. "Have you ever been married, or in a long-term relationship, Wesley? That's almost constant negotiation, and they're not the enemy."

Wesley relents with a simple, "hmm."

Lee looks up from his study of the other men to notice that at the other end of the table, Dick is doing the same thing, but with a great deal more casual an expression. "Dick?" he prompts.

"Two: Prepare," he answers quickly. "Once you've got your intelligence or due diligence, whatever you want to call it, you need to decide what to do with it."

"You mean in regards to what the other side is going to say?" asks Lee.

Dick puts his hands on the table and spread them apart. "I mean everything. What they'll say, and more specifically what they'll ask for. And probably most importantly, what they'll be willing to do, say or give to achieve those goals. A bank robber holding a semiauto to the head of some hapless teller isn't nearly as ready to pull the trigger as he's going to say he is."

"But you should still prepare yourself for the chance he is ready," adds Scott.

"Or that he's ready to pull it on someone else," says Lee.

"Or that he's merely providing a distraction from something more important," Wesley suggests.

There's a quiet laugh passed around the table.

"Clearly," says Lee, "everyone here has seen a few interesting things in their careers." He pauses, loosening his tie. "How about Three: Know your own goal?"

"Naturally," Scott replies. "it's pretty pointless to come to a negotiation table without a clear, concrete idea of what it is you want to get out of the talking."

Dick nods. "And what you're willing to do, say or give to get it," he echoes.

Lee leans forward, adding, "Yes, and I'd say related enough to that point is the need to stay focused on that goal. Believe me, when you're dealing with the Quorum, or any other kind of group legislative or governing body, they'll always look for ways to add points or attach riders to whatever it is you're trying to do." A digusted shake of his head. "More an more until there's nothing left of your original intent."

"I take it," says Wesley, smirking, "there's no option to simply take absolute power and send the legislature out of the-- what's the word?"

"Airlock," say the others, nearly in unison.

"Unfortunately, no," Lee answers. "Not that it hasn't been considered."

"Four: Open ears and open mind," says Scott. "The whole idea of it being a negotiation is that the desired result is some sort of compromise in which both or all sides are sufficiently satisfied with the outcome. I've dealt with my share of fanatics and terrorists-- dealing with them isn't negotiation, because they're not willing to compromise. They make demands, and they don't budge."

"Usually, all you're doing playing 'negotiator' with those types," says Dick, "is buying time until the other part of your team can sneak up behind them with a metaphorical frying pan."

"If you don't listen and don't seriously consider whatever's being suggested or offered by the other side," Scott continues, "then you're just--"

"One of the obstinate ones, destined for the frying pan?" asks Lee.

Scott nods. "Right."

"And for our last step?" Lee prompts.

The four men grow quiet, considering.

"Five: Don't leave the table," says Wesley finally.

"Not without a resolution," adds Scott.

Dick chimes in, "or at the least, an agreement to come back to the table."

"I usually prefer to stick it out until the end, myself," Lee replies.

Wesley shrugs. "Too many of my negotiations end in fights, but that's because of my usual adversaries."

"Sure," says Dick, "but if you're dealing with a friendly face across the table..."

The others nod.

Lee jots down the fifth point and leaves the paper on the table. "And I think that concludes our business, gentlemen. It was an education and a pleasure."

"For myself, as well," says Wesley, beginning the rounds of handshaking.

"We should do this again," Dick suggests, smiling.

Scott laughs. "Absolutely."

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OOC Note: Please consider this a writing exercise including all my current TM muses. It has not been posted to the TM community, and does not count for the community activity requirements.

Other muses referred to are: stoic_slim, knight_flyer and prodigalwatcher