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How can you align negotiation strategies with community values and goals?

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Negotiation is a key skill for community organizers, who often have to deal with diverse stakeholders, complex issues, and limited resources. But how can you negotiate effectively without compromising your community values and goals? In this article, you will learn some strategies to align your negotiation approach with your community vision and mission.

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Michael Fawlk

Vice President & Associate General Counsel
Gil Guerrero, LMSW

1 Identify your interests and values

Before you enter any negotiation, you need to clarify what you want and why you want it. Your interests are the underlying needs, motivations, and concerns that drive your position. Your values are the principles, beliefs, and standards that guide your actions and decisions. By identifying your interests and values, you can communicate them clearly to your negotiation partners, and also understand their interests and values better. This will help you find common ground, build trust, and avoid conflicts.

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Edwin Asencio Escobar

????|| Guatemalteco ??|| Activista Social ??|| MA. Gestión Comunitaria para el Desarrollo Humano Local ??|| Pedagogía Derechos Humanos ???|| Administración Educativa ????????. ??
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Identificar tus intereses y valores antes de negociar te permite establecer objetivos claros y entender tus motivaciones profundas. Al comunicar estos aspectos a tus socios de negociación, fomentas la transparencia y construyes una base sólida para la colaboración. Además, comprender los intereses y valores de tus socios te ayuda a encontrar soluciones mutuamente beneficiosas y a cultivar relaciones duraderas. Este enfoque facilita la construcción de confianza y la minimización de conflictos durante el proceso de negociación. En resumen, conocer y comunicar tus intereses y valores es fundamental para lograr resultados exitosos y satisfactorios en cualquier negociación.

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2 Choose your negotiation style

Depending on the situation, you may need to adopt different negotiation styles to achieve your desired outcomes. There are five main negotiation styles: competing, collaborating, compromising, avoiding, and accommodating. Each style has its advantages and disadvantages, and you need to consider the relationship, the issue, and the context when choosing your style. For example, if you are negotiating with a powerful opponent who is hostile or unreasonable, you may need to use a competing style to assert your rights and interests. However, if you are negotiating with a long-term ally who shares your vision and values, you may want to use a collaborating style to create win-win solutions and strengthen your partnership.

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Ninette Kaari Mwarania, MKIM

Strategy, Policy, Research, Advocacy, International Relations, Strategic Partnerships. Sustainability and Gender Equality Champion
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I have noted that there's no one size fits all strategy. Some instances may require collaboration in order to achieve your goal. Others may require other strategies. Collaboration for me works best because then it's a win for both sides. And you will realize your goal faster if the other side perceives equality and are also included on the table

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Edwin Asencio Escobar

????|| Guatemalteco ??|| Activista Social ??|| MA. Gestión Comunitaria para el Desarrollo Humano Local ??|| Pedagogía Derechos Humanos ???|| Administración Educativa ????????. ??
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La flexibilidad es clave al adoptar diferentes estilos de negociación. No te limites a uno solo; en cambio, sé capaz de adaptarte según la situación. Comprender cuándo y cómo cambiar entre estilos te brinda una ventaja estratégica, permitiéndote manejar una amplia gama de escenarios de negociación con mayor eficacia. Esto te convierte en un negociador más versátil y capaz de alcanzar resultados exitosos en diversas circunstancias.

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3 Prepare your BATNA

Your BATNA, or best alternative to a negotiated agreement, is your fallback option if the negotiation fails or reaches an impasse. It is the most favorable outcome you can achieve without the cooperation of the other party. Having a strong BATNA can increase your bargaining power and confidence, and also help you set your reservation point, or the minimum acceptable offer you are willing to accept. To prepare your BATNA, you need to research and evaluate your alternatives, and compare them with the expected value of the negotiation. You also need to keep your BATNA confidential, unless revealing it can improve your position or persuade the other party to make concessions.

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Edwin Asencio Escobar

????|| Guatemalteco ??|| Activista Social ??|| MA. Gestión Comunitaria para el Desarrollo Humano Local ??|| Pedagogía Derechos Humanos ???|| Administración Educativa ????????. ??
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Para alinear las estrategias de negociación con los valores y objetivos de la comunidad, es fundamental realizar un análisis profundo de las necesidades y prioridades de sus miembros. Esto implica no solo identificar los intereses individuales, sino también comprender las dinámicas sociales y culturales que influyen en la toma de decisiones. Al hacerlo, se puede dise?ar un enfoque de negociación que promueva la equidad, la inclusión y el respeto mutuo, creando así un camino hacia soluciones que reflejen verdaderamente los valores y aspiraciones compartidos de la comunidad.

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4 Apply ethical principles

Negotiating for your community values and goals does not mean that you can ignore ethical principles. In fact, being ethical can enhance your credibility, reputation, and legitimacy as a community organizer. Some of the ethical principles that you should follow in negotiation are: honesty, fairness, respect, reciprocity, and accountability. Honesty means that you do not lie, deceive, or misrepresent facts or intentions. Fairness means that you do not exploit, manipulate, or coerce others. Respect means that you treat others with dignity, courtesy, and empathy. Reciprocity means that you give and take in a balanced and reasonable way. Accountability means that you take responsibility for your actions and outcomes, and honor your commitments and promises.

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5 Manage emotions and conflicts

Negotiation can be an emotionally charged and conflict-ridden process, especially when you are dealing with sensitive or controversial issues that affect your community. Therefore, you need to manage your emotions and conflicts effectively to avoid escalation, impasse, or breakdown. Some of the strategies to manage emotions and conflicts are: acknowledging and validating emotions, using active listening and reframing techniques, focusing on interests rather than positions, seeking mutual gains and shared interests, and using third-party mediators or facilitators if necessary.

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Michael Fawlk

Vice President & Associate General Counsel
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This is one of the most critical aspects of any negotiation. A tactic sometimes used by others is try to provoke an emotional response from a counterparty, knowing that this will lead them to depart from their pre-determined strategy or perhaps reveal too much in the heat of the moment. Be prepared for this and side step the conflict, let each such attempt pass without a reaction, each time taking back the conversation to the business at hand ("shall we focus on what we are all here to achieve...."). Eventually, the counterparty will see that they are not going to achieve much through this approach (and may even be a little embarrassed) and you can move on to get the deal done. Make this possible tactic part of your negotiation prep.

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Gil Guerrero, LMSW
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A common preoccupation I've seen in students, clients, and organizations is a focus on "external mastery": I must master new material, information, obtain certifications, etc. I see a disappointing lack of *personal* mastery. Self-awareness, reflection, understanding one's less productive behaviors, etc. Senge suggests that this personal mastery is reflected in inquisitiveness, commitment to discerning reality, a deep understanding of connection to others and to life. Too often past experiences/conceptions hold people stuck in reactivity or having "made it" with some credential, rather than seeing life mastery as a process rather than a destination. To me, this begins with curious presence in the current moment and commitment to best self.

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6 Evaluate and learn from the process

After the negotiation is over, you need to evaluate and learn from the process, regardless of whether you achieved your desired outcomes or not. Evaluation can help you assess the strengths and weaknesses of your negotiation strategy, the quality and durability of the agreement, and the impact and implications of the results. Learning can help you improve your negotiation skills, identify areas for improvement, and apply feedback and lessons learned to future negotiations. To evaluate and learn from the negotiation process, you can use tools such as debriefing, feedback, reflection, and action planning.

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John Smith

Building a career in Union Organizing, Environmental Justice, Independent Oversight, Public Policy, Healthcare Reform, Criminal Justice Reform, Advocacy, Activism, Research, Writing, and Journalism.
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A very dedicated professor at SLU (School of Labor and Urban Studies) and an accomplished union organizer of many years, Andres Puerta, taught us the importance of evaluating both successful and unsuccessful union drives, individual campaigns, etc. Having an open discussion about what happened in a negotiation and what worked (and how close it may have been to not working if not for...) and what didn't work are vital to improvement as negotiators and organizers. One must remove their id from the equation & listen, even if someone who gets under your skin critiques things you did. If everyone in a campaign is ultimately supportive & their goal is to learn & really evaluate how & why things turned out the way they did, success will follow

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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How can you align negotiation strategies with community values and goals?

1

2

3

4

5

6

7

1 Identify your interests and values

2 Choose your negotiation style

3 Prepare your BATNA

4 Apply ethical principles

5 Manage emotions and conflicts

6 Evaluate and learn from the process

7 Here’s what else to consider

Community Organizing

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How can you align negotiation strategies with community values and goals?

1

2

3

4

5

6

7

1 Identify your interests and values

2 Choose your negotiation style

3 Prepare your BATNA

4 Apply ethical principles

5 Manage emotions and conflicts

6 Evaluate and learn from the process

7 Here’s what else to consider

Community Organizing

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