Flex muscle yet negotiate for compromise

In real world of business negotiation, flexing muscle is often resorted to, to bring counterparty to negotiation table. Once parties are in parley it is left to the chief negotiators of parties to set agenda and sail through so that mutually acceptable end is achieved. But there remains slips betwixt cup and lip:

Delay & drag is not uncommon in business negotiation. Henry Kissinger famously quipped re negotiating with the Chinese: “If they come to the point quickly then, they are not be Chinese!” Lot of time is spent in setting the agenda, place, status & number of negotiators along with time limitation. The latter is for initial introductory meeting afterwards leaders of both teams decide the next meeting, time span and how to proceed.

Opening scene always begins with a solemn commitment for a negotiated settlement acceptable to both parties. Expectedly, each party has its top-line & bottom-line. Seasoned negotiators do not easily spell out their bottom-line. Despite high sounding palliatives there is a pall of silence falling on the bottom- line as this must remain elusive till last stages.

However, one way out of the situation is the willingness of stating the red-lines which technically means the position that a party wish to hold and wish counterparty to respects as well. None the less, redlines are never fixated. There could be some leeway as business negotiation moves forward.

Flexing muscle and at the same time be ready to negotiate is a feature that characterizes a strong party in a tete-a-tete. America did just that with China as Kissinger embarked on his mission to meet Chinese officials including Chairman Mao Zedong. Here America exhibited projection of force along with her willingness to settle for a compromise. 

Kissinger knew the existence of too many differences between America and China, but he was deftly careful that these do not mar the outcome. By this gesture he was able to balance force projection with a degree of compromise in order to proceed towards establishing peaceful relationship between the two nations.

Seasoned men who lead business negotiation understands delay & drag, top-line & bottom-line and the balanced power play between force & compromise!

 

Cheers!

 

Muthu Ashraff Rajulu

Business Strategist

Mobile: + 94 777 265677

E-mail:   cosmicgems@gmail.com

Blog:   Business Strategist