Typically, when negotiation parties have differing interests and concerns, they each start by putting a proposal on the table. Then they engage in a concessionary haggle between these opening positions. This leads to arbitrary, often lowest-common-denominator outcomes and, far too frequently, damaged relationships. Most important, it leaves value on the table.
But with the circle of value approach, negotiation needn’t be a zero-sum game. We use an image of a circle because rather than a linear back-and-forth between you and your counterpart, you’re creating a space to productively explore interests, options, and standards. With this method, you develop—and distribute—value together and work to reach an agreement that benefits both sides.
This section will help you take a more disciplined approach while you’re in the discussion. You’ll learn to:
In the next chapter, I’ll focus on how to communicate and how to build your relationship with the other party. Then, in the following two chapters, I’ll explain how and when to employ the other elements. Finally, I’ll conclude this section with suggestions about how to continuously adapt your approach throughout the negotiation so that you can respond to whatever comes your way.