Negotiating Differences

Defining the difference is the first step when negotiating differences. When difference arise, the parties involved hold opposing fixed positions on at least some portions of the issue at hand. Defining the differences makes it possible to uncover the specific needs, concerns, or objectives underlying the fixed positions.

Exploring alternatives is the second step in negotiating differences. It is usually a judgment call as to when to begin exploring alternatives. The judgment is based on how well it appears the differences have been negotiated thus far. If difficult emotions have been subdued, exploring alternatives is probably the next step. Because people are more likely to be committed to carrying out solutions they have thought of themselves, it is often a good idea to let the other person offer alternatives first.

The third and final step in negotiating differences is to confirm agreed next steps. When it appears that a mutually acceptable decision has been reached, it is important to close the discussion by summarizing the agreements made throughout the negotiation.