In business there are many instances where negotiations for a desirable/preferred outcome are required. There are many approaches that could be used. I would like to explain an approach called ‘Investigative Negotiation' which was described and explained in the September 2007 edition of the Harvard Business Review. No, this article is not going to be too academic. I want to highlight some important considerations related to successful negotiation using this particular approach.

The critical starting point in a negotiation is to understand the other party's motivation for their position. Often we believe we know the drivers for the other party and hence we do not explore any further what that might be. This means our starting point is based on assumptions that may or may not be correct. Check your assumptions when approaching negotiations. Just like any hypotheses they need to be tested for accuracy. Once this is done a solid foundation is established to help facilitate a mutually agreeable solution to the negotiation.

2 key points here are:
1. challenge assumptions
2. obtain relevant information regarding the other parties position

However let's not be naïve and think this is all there is to it. How can negotiations be undertaken successfully?

• • by understanding the situation and all its nuances
• • learning about the people that will be involved in the negotiation

The Harvard Business Review article highlights 5 key principles which are summarised and the implications are explained in the following table:

Principle 5 might seem a little ‘odd' however if you think of a house that is passed in at auction that does not mean that all deals and offers stop at that point. Further negotiation takes place otherwise houses would never get sold. The same philosophy applies to negotiations.

Some of these principles may prove challenging. One key skill to take into a negotiation is the ability to listen. This is of no value, however, if you do not accompany it with a willingness to listen especially for opportunities to develop common ground as mentioned in Principle 4.

Successful negotiation is all about having good information and using it wisely. This can be obtained through research but also comes from using your listening skills to good effect.

If you would like to know more you can refer to the Harvard Business Review issue mentioned at the start of this article. I wish you success in all your future negotiations.

Carol McGowan is a Business and Life Coach, Counsellor and Educator. Her passion is helping individuals and businesses to make successful transitions. Carol has over 35 years experience in business and has just released a book called Aspiring to Good Business. She may be contacted at This e-mail address is being protected from spambots. You need JavaScript enabled to view it . Information about Carol can be found at www.besa.com.au