NegotiationWise Methodology

NegotiationWise®

NegotiationWise® is built on experience and sound methodology. Our aim is always to engage in Wise Conversation, and to assist executives, government officials and individuals in influencing and negotiating towards a Wise outcome. It is important to us that Wise leaders understand the complexity of the environment in which they operate, so they can better manage the present and plan for the future.

We start with Planning, a structured and disciplined approach. This includes preparing the team and identifying potential problems. We’ll explore creative solutions and discuss how to create opportunities in further collaborative discussion. Thereupon we build a Collaborative Approach within the negotiation itself and to influence the other party. Problems are addressed constructively by everyone, and by collaborating, all parties are engaging in Wise conversation.


One challenge that is presented is emotional involvement. The very nature of human behaviour means emotions will be involved, which can impact our ability to negotiate effectively and make the process more difficult. Separating the emotions from the issues, which form the crux of the negotiation, also means managing and separating the relationship issues from the substantive issues. Once this is done, a Wise Outcome can be negotiated.

The next stage is Decision Making. How do we decide whether to agree, or to walk away from negotiation? How do we measure success and how do we justify our decision? How do we know, or what assurances do we have, that the other party will honour any agreement?
A Wise Outcome can be achieved by finding answers to above questions, and only after each party’s problems have been addressed. A Wise Outcome is not about win-win, rather it is about finding a favourable solution acceptable to all parties that will be honoured, or alternatively walking away from the negotiation.

Contact us or view our Membership options to see how we can help you and your organisation.

PLAN | ENGAGE | DECIDE

NegotiationWise® is a Structured Collaborative Approach to a Wise Outcome. We utilise a 3-pillar based approach:

Structured means a “disciplined process and methodical approach”. This identifies and analyses underlying desires, needs, interests, concerns, and fears. It creates options and opportunities, prepares strategies and tactics, and identifies the courses of action that leads to a Wise negotiation.

Collaborative Approach is a constructive engagement to jointly address problems. Negotiation is not about winning and it is not about achieving a win-win outcome. A Collaborative Approach creates opportunities and options effectively, manages the agreement and manages the relationship.

A Wise Outcome is either a favourable agreement or a decision to walk away from the negotiation. This may be because an alternative solution outside of achieving an agreement is more desirable and beneficial.

NegotiationWise® is a Structured Collaborative Approach to a Wise Outcome.

Structured means a “disciplined process and methodical approach”. Collaborative Approach is a constructive engagement to jointly address problems.
A Wise Outcome is either a favourable agreement or a decision to walk away from the negotiation. This may be because an alternative solution outside of achieving an agreement is more desirable and beneficial.

By utilising a collaborative approach to jointly address problems, parties can develop solutions and opportunities to achieve a Wise Outcome. We look for novel solutions to a problem whilst allowing the negotiating parties to come to a meaningful agreement, which is an agreement that will be honoured by all parties while managing the relationship at the same time. Understanding the alternatives enables the parties to knowingly reach a favourable outcome, rather than accepting an agreement that is far worse or rejecting an option than might have been more beneficial.

The very nature of human behaviour means emotions are involved in the negotiation process. Emotions can impact on your ability to negotiate effectively and make the process more difficult. Separating the emotions from the issues, which form the crux of the negotiation, also means managing and separating the relationship issues from the substantive issues. Once this is done, a Wise Outcome can be negotiated.

Complex negotiations involve multiple stakeholders with what is often perceived as conflicting positions. Even internally within a stakeholder group, various conflicting and opposing views and positions can add to the complexity of the negotiation.

The Simple Complexity® concept presents that within a complex negotiation, there is an inherent ‘Simple’ umbrella approach (overall ‘Simplicity’) that can achieve a Wise outcome. Difficulty often arises because of parties focusing on positions or their differences. As a result, Simplicity is either not obvious or disregarded.

NegotiationWise® is designed for Complex Negotiations with Commercial Focus.

The goal is to improve and provide an organisation with a structured process, practical skills, and improved capability that benefits the organisation with a distinct advantage.

There are variety of reasons for the complexity of negotiations such as the number of stakeholders involved including internal stakeholders, subject of negotiation, emotions involved, past history, strategic value, or other factors.

Commercial negotiations are different each time so any process has to be able to accommodate the situation you are dealing with. This may be for Sales, Tendering, Service Level Agreements, or Project Contracts, to name a few across many industry sectors.

Our research has shown that 81% of businesses believe they need help with preparation and process management in negotiation. NegotiationWise can show you a methodical, repeatable process to use in your commercial negotiations. A methodology proven to achieve your planned outcome.