How can you use negotiation skills to build consensus around a new strategy?

1 Identify the stakeholders

The first step in any negotiation is to identify who are the key stakeholders involved in the strategy change. Stakeholders are the people who have an interest, influence, or impact on the outcome of the change. They may include employees, managers, customers, suppliers, partners, regulators, or competitors. You need to understand their needs, interests, goals, concerns, and expectations. You also need to assess their level of support, resistance, or indifference to the change. This will help you tailor your communication and negotiation approach to each stakeholder group.

2 Prepare your case

The second step in any negotiation is to prepare your case. This means defining your objectives, priorities, and alternatives. You need to have a clear and compelling vision of the desired future state, and how the strategy change will help achieve it. You also need to have a realistic assessment of the current state, and the gaps, challenges, and risks involved. You need to have a strong rationale and evidence to support your case, and to anticipate and address potential objections or questions. You also need to have a plan B, or a best alternative to a negotiated agreement (BATNA), in case the negotiation fails.

3 Engage in dialogue

The third step in any negotiation is to engage in dialogue. This means listening, asking, and sharing. You need to listen actively and empathetically to the stakeholders, and to understand their perspectives, feelings, and motivations. You need to ask open-ended and probing questions to clarify their needs, interests, and goals, and to uncover any hidden assumptions or concerns. You also need to share your own perspective, feelings, and motivations, and to explain your case in a clear and persuasive way. You need to use positive and respectful language, and to avoid blaming, criticizing, or imposing.

4 Explore options

The fourth step in any negotiation is to explore options. This means generating and evaluating possible solutions that can satisfy the needs and interests of both parties. You need to be creative and flexible, and to avoid jumping to conclusions or making premature judgments. You need to brainstorm multiple options, and to evaluate them based on criteria such as feasibility, effectiveness, efficiency, fairness, and sustainability. You also need to look for opportunities to create value, or to expand the pie, by finding ways to meet more needs and interests with fewer resources or trade-offs.