In Part One on this topic I looked at the process concerns a negotiator needs to focus on. In Part Two, I want to look at the outcome concerns that need to be focused on by a smart negotiator.
Fairness needs to be the hallmark of a workable and viable agreement. Is the agreement fair to both sides? Is it consistent with precedent and understood norms? Is it an agreement that would be perceived as fair by observers to the negotiation? In other words, is it one that both sides can live with and support?
The next question is whether or not the outcome is one that both sides can commit to. Do the participants feel that the solution is of benefit to them? Has the level of animosity between the participants been reduced?
The third issue is one of efficacy. Does the agreement resolve the issues under negotiation? Will the solution result in the likelihood of similar solutions? And do not forget to consider the impact of the solution on the participants. Have they agreed to something that they can be supported within their organization or have they been set up to be reversed — not a good career move.
Last and certainly not the least — Does the agreement do what it was intended to do — resolve the problems at hand?
So the smart negotiator focuses on the process and the outcome. They run on parallel paths and are equally important for successful conflict management.