What are effective techniques for building consensus in negotiations?

1 Prepare in advance

Before you enter a negotiation, you need to do your homework. Identify your own interests, goals, priorities, alternatives, and best and worst outcomes. Then, research the other party's situation, needs, expectations, and motivations. This will help you understand their perspective, anticipate their concerns, and find common ground. Also, prepare some open-ended questions that can elicit more information, clarify issues, and uncover hidden interests. The more prepared you are, the more confident and flexible you can be in the negotiation.

2 Listen actively

One of the most important skills in negotiation is listening. Listening is not just hearing what the other party says, but also paying attention to their tone, body language, and emotions. Listening shows respect, empathy, and curiosity, and helps you build rapport and trust. It also allows you to identify the underlying needs and interests behind their positions, and to address them effectively. To listen actively, you need to avoid interrupting, judging, or arguing. Instead, use paraphrasing, summarizing, and reflecting to confirm your understanding and acknowledge their feelings.

3 Focus on interests, not positions

A common mistake in negotiation is to focus on positions, or the specific demands or solutions that each party wants. Positions are often incompatible, rigid, and subjective, and can lead to impasse or conflict. Instead, you should focus on interests, or the reasons why each party wants what they want. Interests are often compatible, flexible, and objective, and can reveal the underlying values, needs, and concerns that motivate each party. By focusing on interests, you can explore a wider range of options, create value, and satisfy both parties.

4 Generate options

Once you have identified the interests of both parties, you can generate options, or possible ways to meet those interests. Generating options is a creative and collaborative process, where you brainstorm as many ideas as possible without evaluating or criticizing them. The goal is to expand the pie, or create more value for both parties, rather than divide the pie, or claim more value for yourself. To generate options, you can use techniques such as asking what-if questions, changing the scope or timing of the agreement, or adding or exchanging resources.

6 Build commitment

The final step in building consensus is to build commitment, or secure the agreement and support of both parties. Building commitment is a relational and emotional process, where you reinforce the benefits and value of the agreement, address any doubts or concerns, and express appreciation and respect. To build commitment, you can use techniques such as summarizing the main points and outcomes of the agreement, confirming the expectations and responsibilities of each party, and celebrating the achievement and relationship.