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NEGOTIATION
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CHAPTER 7
7.5.2 PROPOSE/MAP/VALIDATE
At this stage, the parties map the variables, the issues that may be flexible, and
the issues that may be linked in any concession trading. The parties identify the
existence (or non-existence) of a bargaining arena. Sooner or later negotiators
must discuss propositions. A proposition is an offer or claim that moves from
the original position. Here are some general comments about this part of the
negotiating process:
• Don’t just state a grievance, propose a remedy.
• A proposition beats an argument: it gets things moving, it relieves tension.
• Proposal language is tentative and non-committal.
• Make proposals conditional, e.g., If you will do ... We will consider ...
• Nothing is free, everything is for exchange.
• Separate the proposal from its explanation. Do not mix the two, otherwise
the explanation could sound like an apology.
7.5.2.1 Checklist for Proposing
Take these points into consideration during this step:
• A proposition is one solution; consider others.
• Do you gain more from linking individual issues in your proposition?
• Be firm on generalities, e.g., we must have compensation.
• Be flexible on specifics, e.g., we propose an interest rate of prime plus half
a percent.
• Use strong rather than weak language.
• State your condition first (specific) and follow with your proposition (tentative).
• Opening concessions should be small rather than large.
• Opening conditions should be large rather than small.
7.5.3 PACKAGE/BARGAIN
Packaging moves the negotiation into the bargaining arena. The earlier step
of proposal helps negotiators map out the principal variables of the bargaining
arena. Packaging does not offer any new concessions, but presents the variables
in a form that more closely matches the other party’s interests. Some general
rules are as follows:
• Think creatively about all possible variables.
• Ask who gets how much of what, and when.
• Value your concessions in the other party’s terms (benefits).
• Keep as many options open from the early rounds, don’t agree separately
to issues.
• You can say that you ‘like’ to get proposals as concessions in the bargaining
sessions.