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Suggest Facilitation

 

Disciplines > Negotiation > Negotiation tactics > Suggest Facilitation

Description | Example | Discussion | See also

 

Description

When there is an impasse and you are unable to agree, suggest getting a third party in to help unstick things and facilitate the process.

Suggest someone who will be good at this (and who will likely be more sympathetic to your cause). Oppose people they suggest.

You can also suggest arbitration, where a third party makes decisions that you and the other person are unable to agree.

Example

We're going round in circles. Let's call in Sue to facilitate the process. she's good at keeping things moving.

Listen, we're not going to agree here. Why don't we put the arguments to Jim and let him choose.

I think we are losing our way here. Let's get Sam to help out.

Discussion

Support from third parties can be effective if both parties trust this intermediary, so the person must be chosen wth care. If you suggest someone they suspect will be biased towards you, they will not easily agree.

The suggestion of a third party can just change the argument to who is the most duitable person. Note that a facilitator must not only be neutral, they must also have the considerable skills to help both parties come to an agreement.

As a good facilitator will bring fairness to the proceedings, suggesting facilitation can be a good move if the other person is being deceptive, unfair or otherwise seems to have ained an advantage.. Making this suggestion can make the other party worried about the re-balancing effect and so give you more concessions.

Bringing in someone else may seem likely to slow things down. Suggesting facilitation can hence act as a threat when the other person is in a hurry.

See also

Coaching

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