3 main strategies

Our approach

There is no one-size-fits-all approach to negotiation. It is the specific situation and the particular relationship that determine whether a certain approach is appropriate or not. A further complicating factor is that as individuals, we are not "naturally cast" for different types of negotiation. Some have a natural predisposition to behave assertively and short-term, while others are by nature more relationship-oriented and collaborative.

It is this link between the situation, the relationship, and the individual that forms the basis for our approach.

Our approach follows a tried and tested structure:

1. Prepare and analyse

2. Strategy selection

3. Planning process

4. Set the stage

5. Negotiation

6. Close and commit

Depending on the context of the negotiation, we must employ different strategies and tactics; what is appropriate in one situation may prove catastrophic in another. Depending on the situation, there are three overarching strategies to choose from:

➜ To "do something to" our opponent, focussing solely on our own outcome

➜ To "do something with" our opponent, focussing on mutually beneficial outcomes.

➜ To "do something for” den anden, og umiddelbart sætte egne behov lidt til side.

It is this differentiated approach to general relational behavior that forms the basis for the 3 negotiation strategies we build upon. We call the three main strategies:

➜ Harvest, Grow, og Plant

Learn more about our 3 strategies

HARVEST

Sometimes, a competitive approach, where the focus is solely on achieving the best possible immediate result for ourselves, may be the most appropriate. Anything else would be a waste of resources. We have plenty of alternative options, and the relationship is not crucial. We refer to this as a HARVEST strategy. We harvest what is possible and focus on the immediate result.

GROW

In other cases, a cooperative approach with a focus on mutual value creation in the relationship is more appropriate. We cannot realise the value potential without them, and they cannot without us. We refer to this as a GROW strategy. Value is created and shared over time in the relationship, founded on trust and a willingness from both parties to allocate resources to the relationship and exchange information and knowledge with the other party to create mutually beneficial solutions. It is important to emphasise here that collaboration does not mean being "soft." We simply have a focus on creating value for both parties.

PLANT

To convince the other party of the advantages of a cooperative approach, it may at times be necessary for us to take the first step and show the necessary willingness to invest in the relationship first. We refer to this as a PLANT strategy. Here, we temporarily invest unilaterally in the relationship to persuade the other party of the potential in a subsequent mutually equitable and committed collaboration.

There are different tactics and behaviours that are more or less appropriate to support the three main strategies. Therefore, it is crucial to understand why which approach best supports the desired results in the given situation. It is this link between situation, relationship, and individual that we base our approach on. Therefore, in our negotiation training, we distinguish between On-stage negotiation and Off-stage negotiation.