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How can you use negotiation to promote transparency and accountability in power relations?

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Negotiation is a vital skill for community organizers who want to challenge and change the power dynamics that affect their communities. Negotiation can help you build relationships, identify common interests, and create win-win solutions with power holders. But how can you use negotiation to promote transparency and accountability in power relations? In this article, you will learn some tips and strategies to negotiate effectively and ethically with those who have more influence, resources, or authority than you.

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Alaa Eissa

Export Sales Director at Madar Group Egypt
Alison Sutton

Negotiation Skills for better outcomes and stronger business relationships

1 Know your goals and interests

Before you enter a negotiation, you need to have a clear idea of what you want to achieve and why. What are your goals, interests, and values as a community organizer? How do they align or differ from those of the power holder? Knowing your goals and interests will help you prepare your arguments, prioritize your issues, and communicate your position. It will also help you avoid getting distracted or sidetracked by irrelevant or secondary matters.

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Derrick Chevalier

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The BIGGEST mistake most negotiators make is to focus on THEIR goals, because ultimately doing so leads them to essentially negotiate against themselves. The CNS Negotiation Framework is the only negotiation framework that encourages negotiators to focus on finding out what their counterparts goals are & then provides the specific, in many instances, proprietary tools to do so. Yes, know your goals, but also know that your goals will change as you discover your counterparts goals, or as you discover that they are unwilling to share them. At that point, the worst thing you can do is to reveal your goals when your counterpart is unwilling to do so. Which is why skilled CNS negotiators, acquire the tools to get their counterpart to do it!

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2 Research the power holder

The more you know about the power holder, the better you can negotiate with them. Research their background, motivations, constraints, and stakeholders. What are their goals, interests, and values? What are their strengths and weaknesses? What are their sources of power and leverage? What are their fears and concerns? What are their expectations and assumptions? Researching the power holder will help you understand their perspective, anticipate their moves, and find areas of agreement or compromise.

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Alison Sutton

Negotiation Skills for better outcomes and stronger business relationships
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I find it helpful to do this in 2 ways: 1. Understand the individual I am dealing with 2. Understand the organisation they represent - Who are all the key stakeholders? - What is the decision-making process? - What challenges do they face? - What priorities have they made public? How does your initiative fit with this?

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3 Build rapport and trust

Negotiation is not only about exchanging offers and demands, but also about building rapport and trust. Rapport and trust can help you establish a positive and respectful relationship with the power holder, reduce hostility and tension, and increase cooperation and openness. To build rapport and trust, you need to show empathy, curiosity, and appreciation. Listen actively and attentively to what the power holder says, ask open-ended and probing questions, acknowledge their feelings and emotions, and express gratitude and recognition.

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Alaa Eissa

Export Sales Director at Madar Group Egypt
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- Understand the culture - Respect the religion - Be an honest presenter - Prove why your product is an opportunity - Select the right time to communicate - Do not exaggerate - Accept objections and clear the misunderstanding - Consider the future not only the present

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Alison Sutton

Negotiation Skills for better outcomes and stronger business relationships
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It is really important to ask questions - 1. you will build trust 2. You will learn more about their priorities and concerns I recommend writing down 3 questions that you want to ask. Do this before you go into the meeting - otherwise it is easy to forget and get too wrapped up explaining your own position.

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4 Use principled negotiation

Principled negotiation is a method of negotiation that focuses on the merits of the issues rather than the positions of the parties. It aims to create value for both sides and reach a fair and mutually beneficial outcome. To use principled negotiation, you need to follow four basic principles: separate the people from the problem, focus on interests not positions, invent options for mutual gain, and use objective criteria. By using principled negotiation, you can avoid getting into personal conflicts, uncover the underlying needs and concerns of both sides, generate creative and feasible solutions, and evaluate the options based on fair and transparent standards.

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5 Be assertive and respectful

Negotiating with power holders can be intimidating and challenging, especially if they are aggressive or manipulative. However, you should not let them bully or coerce you into accepting a bad deal or giving up your rights. You need to be assertive and respectful in expressing your views, defending your interests, and making your requests. Being assertive means being confident, clear, and firm in stating what you want and why. Being respectful means being polite, courteous, and considerate in acknowledging what they want and why. By being assertive and respectful, you can demonstrate your credibility, integrity, and professionalism, and earn their respect and trust.

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6 Monitor and evaluate the process and outcome

Negotiation is not over when you reach an agreement. You also need to monitor and evaluate the process and outcome of the negotiation. Monitoring and evaluating the process and outcome can help you ensure that the agreement is implemented, enforced, and reviewed. It can also help you identify the strengths and weaknesses of your negotiation skills, learn from your mistakes and successes, and improve your performance in future negotiations. To monitor and evaluate the process and outcome, you need to document the agreement, set clear roles and responsibilities, establish indicators and milestones, and solicit feedback and suggestions.

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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 use negotiation to promote transparency and accountability in power relations?

1

2

3

4

5

6

7

1 Know your goals and interests

2 Research the power holder

3 Build rapport and trust

4 Use principled negotiation

5 Be assertive and respectful

6 Monitor and evaluate the process and outcome

7 Here’s what else to consider

Community Organizing

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How can you use negotiation to promote transparency and accountability in power relations?

1

2

3

4

5

6

7

1 Know your goals and interests

2 Research the power holder

3 Build rapport and trust

4 Use principled negotiation

5 Be assertive and respectful

6 Monitor and evaluate the process and outcome

7 Here’s what else to consider

Community Organizing

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