Detroix

Our Approach

Negotiating about underlying desires, needs, interests, concerns, and fears means negotiating about what people really want and need. This is often not the same as their initial position.

By focusing on desires, needs, interests, concerns, and fears, parties can invent options and opportunities for mutual gain. We look for new, alternative and novel solutions to the problem, allowing the parties to come to a favourable agreement.

Human behaviour often involves passionate emotions — fear, anger, distrust and anxiety for example. These emotions get intertwined with the substantive issues in the negotiation and make the process harder to deal with. Separating emotions from the negotiation means managing and separating relationship issues from substantive issues. Negotiate on facts and objective criteria.

NegotiationWise brings together the in-depth insight, skill set and tools from extensive commercial negotiation experience across diverse international industries.

NegotiationWise gives participants the skill set to prepare and negotiate in a systematic & structured method. By identifying underlying desires, needs, interests, concerns and fears of the parties in conjunction with use of influential discussion, to test assumptions, convey the message, manage the relationship and measure the outcome, a Wise outcome can be achieved.

Commercially focused negotiations are about achieving an ‘optimised outcome’ in a favourable commercial sense rather than one that is merely acceptable. by the availability to influence the other party’s mind and engage in collaborative discussion.

Negotiation is not about winning. To wining in a negotiation is to look at negotiation as a competition, adversarial or competitive affair. How can parties come to a mutual agreement if their aim is to be victorious?

The preferred option is a collaborative approach to jointly address problems. Be in a position to create options and opportunities effectively and achieve a meaningful agreement that will be honoured by all parties while managing the relationship. Understanding the alternatives allows reaching a favourable outcome, otherwise you may accept an agreement that is far worse than the one you might have achieved otherwise, or reject one that is far better than you might otherwise agree.

We will help you to understand what’s going on and what your choices are. We can help you find the best way to deal with and manage any differences between you and other parties.