Co-creative© negotiation

The foundations

Whatever the negotiation (internal or external), classic approaches to negotiation can only work if there is an overlap zone between two positions.

The meeting or agreement within this zone of overlap is achieved through the interplay of concessions. It's the power of one or the other that moves the other towards this zone of agreement.

Negotiators are increasingly faced with situations where this overlap zone does not exist, where their maximum or minimum position is far from matching that of the other.

In this case, "give and take" or the exchange of concessions no longer works, and we've reached the limits of the system.

The co-creative© negotiation approach helps to break this deadlock by integrating the basics of win-win negotiation with CPS (Creative Problem Solving) creativity techniques.

In this module, we look at how to use these techniques, how to develop reflexes for thinking outside the box.

This approach applies equally to the preparation phase and the negotiation phase.

But this module also enables us to bring our interlocutor into this same dynamic, bypassing any obstacles he may encounter internally.

One of the principles of co-creative© negotiation is that when we're in a situation where our positions don't overlap, trying to convince the other person is pointless.