Negotiations in times of disruption

2016 will probably be known as the division year. It seemed there were always some problems somewhere where roughly half was in favor and half against. Even though negotiation techniques are so advanced, not much was acquired through that.

All negotiations happen with a basic standard principle:

I want something you don’t want to give me, but I know you can.

You probably want something from me that I don’t want to give you even though I can.

Let’s talk and reach some type of compromise and make a deal.

But nowadays it is much more complex:

I want something you don’t want to give me, but I think you could...

You probably want something from me that I don’t want to give you, or I cannot give you and you think I can.

Let’s struggle, see who is more powerful or who are more in need and reach some type of compromise (we will probably regret later).

These are times of disruption, which means, things are not working in the same paradigm as before and yet, the new paradigm is not working either. Looking at the bright side it is innovation in its extreme; in its dark side, it tends to generate chaos. Does it sound confused? It should…

For instance, the political aspect: in Colombia, many people who voted for YES during the peace process referendum were considered as leftist. However, most of these people I know who did vote YES wouldn’t back up Venezuelan government, which is leftist… Using that logic, any attempt for negotiation based on politics only won’t work.

Due to that, we need an alternative for it, something that takes in account the disruption process we are experiencing:

I understand I have a need or an opportunity to grow, but I am not in tune with you, your needs or opportunities.

Before talking to you, I must understand your side better and see what we both could compromise that wouldn’t hurt either of us. It would be nice if you do the same, otherwise at least my side has to make that endeavor.

We need a space and time to talk, far from the situation, using techniques that help us to reach a final commitment. Probably, it won’t be the perfect deal for neither of the sides, but it can be considered as a first stage of a long-term negotiation; possibly, it will be needed to repeat this many times more until there is satisfactions in both sides, which we hope we would reach.

It is a new era and new talents, new skills and a total new awareness are needed to help the various fragments of the big disruption we are living to reach a point of satisfaction and allow us to keep going.