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When Negotiating, Pass the Tension to the Counterparty
- Tensions arise in every negotiation, and these should be recognized in order to manage them so that progress can be made
- There are seven distinct types of negotiation tension, including relationship, outcome, process, timing, leverage tension, power, agent, and team
- Recognizing these tensions can help in passing them on from one negotiator to the other, relieving the party of the tension
- The writer talks about his personal experience where he had to pass on negotiation tension to the buyer as his partner exhibited no tension around timing, relationship, outcome, leverage tension, agent, and team
- By passing on the tension, they were able to get the desired result from the buyer who was left grappling with the tension
- The author suggests that responding to each tension by setting clear and concise expectations and requirements can be an effective means to manage them
- Recognizing tension can help to understand how to manage the negotiation process effectively
- The author has 40 years of negotiation experience and has taught negotiation to law students at Washington University since 2018
- Cash Nickerson, the author is Chairman of Nickerson Stoneleigh, Inc., a private investment firm and President of Cash Nickerson, P.C., a law and negotiation consulting firm
- He has authored seven books including The Seven Tensions of Negotiation
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