TORC

The Immutable Force Meets The Immovable Object

In the context of the tough choices to be made in the upcoming budget, finding consensus between the social partners will prove a difficult challenge for negotiators on all sides.

Already, the opening salvos from both Ibec & Ictu, alike, bode poorly for a successful outcome – even, as both sides must surely realise that, this time round, there can be little place for winners and losers.

The central challenge will be to produce a fair agreement that can galvanise social solidarity among all sections of the community. This will require an unprecedented need to move beyond positions whilst managing relationships.

In their seminal publication ‘Getting to Yes – Negotiating Agreement Without Giving In’, Fisher and Ury introduce the concept of Principled Negotiation as an approach to achieving fair agreement.

They argue that whilst positional bargaining can achieve agreement, it often fails to meet the basic criteria of producing a wise agreement, efficiently and amicably.

Their approach to Principled Negotiation is to:

- Separate the People from the Problem
- Focus on Interests, Not Positions
- Invent Options for Mutual Gain
- Insist on Using Objective Criteria

In preparing for negotiation, it is recommended that participants develop their individual BATNA (Best Alternative to a Negotiated Agreement) against which to judge any offer made – and, also explore the alternatives to a negotiated agreement available to the other side.

When emotions are running high and all sides have a lot to lose, as can be expected with any upcoming Partnership talks, a Principled Negotiation approach is to be recommended – to increase the chances of establishing a creative agreement based on trust.

As the French essayist, Joseph Joubert, advises: ‘never cut what you can untie’.

PS. You can view a powerpoint slide summary on Principled Negotiation, as developed by Fisher and Ury, by clicking here

(For more negotiation best practice pointers, read a related article  here.)