What Can We Learn From Israel & Palestine About Negotiation Strategies?

Posted By on February 12th

http://www.jpost.com/Opinion/Columnists/Article.aspx?id=168354

What can we learn from this article on Israel & Palestine about negotiation strategies? Plenty.

There are three points that the article presents that anyone would find helpful in tough negotiations.

First, the Israelis and Palestinians have decided to move backwards to communicate indirectly through a mediator. It’s a positive negotiation strategy to recognize that what you’ve been doing isn’t working and a change is needed. If in you’re negotiations you get bogged down in positions (instead of interests and concerns), and you allow the personalities to overshadow the problem, you need to explore another method of communication.

Second, both Mahmoud Abbas and Binyamin Netanyahu need to save face with their constituencies. In order to keep your negotiation arguments relevant and focused, you must be able to analyze the interests and concerns of the person you are negotiating with. You must know what problem they are relying upon you to fix in a way that makes them popular. If you don’t make your negotiating partner comfortable, you will not be able to move to a discussion on interests and concerns.

Third, the use of a mediator will hopefully move the parties back towards meaningful progress. The book Getting to Yesis primarily devoted to the idea that you should not negotiate over positions; rather, you should focus on interests and concerns. A mediator helps parties develop an acceptable procedure and benchmark for advancement that’s separate from their independent positions. by Roger Fisher and William Ury

About the author

Keith Grossman helps individuals and businesses negotiate and manage conflict more comfortably. Keith is a Collaborative Attorney, a Family and Circuit Civil mediator certified by the Supreme Court of Florida, an Arbitrator qualified by the Florida Supreme Court, and an educator. Keith frequently lectures and facilitates training programs, works with individuals one-on-one, and writes articles on conflict management and negotiation topics. His e-workbooks, “What Is A Peace Chest?” and “How Do You Build A Peace Chest?“ are now available on Kindle.

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