Negotiations

Within the last two weeks I participated in two negotiations simulations. Both times a member of my group made an offer that was at odds with the stance my team took. I'm sure the intentions were to help move the negotiations along, but both set the negotiations back. In one case my team turned inward with conflicting ideas, stalling the negotiations. In the other case, a terrible offer (that I did not even know occurred) was probably the reason we failed to reach agreement. Both were clear failures to communicate internally, and externally. These exercises are only simulations, but in both cases the person that went against the stance of my team. Fortunately I enrolled in a negotiations elective later this year, but I wonder if real negotiations ever have someone in the room who derails the entire process regardless of the intentions of their party. Especially in contentious situations where a reference to something sensitive can fuel underlying animosity. From these exercises I learned preparation and communication can easily be undermined quickly by a single remark. My takeaway is the decision on which people are present are perhaps as important as the messages and issues.