During the Presidential campaign, Senator Obama repeatedly quoted President Kennedy: "Let us never negotiate out of fear. But let us never fear to negotiate."
Negotiation campaigns come in many shapes and sizes. A small-scale “internal” campaign may seek to generate the support needed from organizational units for a common goal to be accomplished. A mid-scale campaign may be required to get an association familiar with your internal needs to communicate them to different member firms, depending on who has “bet” on which technology. Major campaigns may be required for massive vision and goal mergers.
Whether large-scale or internal, when the “team cohesiveness” shifts from the company's best interest to the individual's best interest, a distinct set of challenges arises. By analyzing and advising on a number of cases, public and private, large and small, we have identified special concepts and skills to help meet these challenges.
Effective negotiation campaigns build on familiar concepts such as linkage,sequencing, and coalition building or breaking. They derive some insights from multiple industries, and other kinds of campaigns. Yet their real power comes from distinctive and knowledgable consultants who can present seamless connections in each approach and help the negotiating parties reach an amicable resolve.
Such coordinated actions seek to set up the most promising possible situation for achieving company goals and levels of support once you’re at the ultimate negotiating
table. We will focus on these kinds of moves during your campaign, assuming that more traditional negotiation skills—active listening, probing, framing, generating
options, etc.--will be deployed to support campaigns.