Why should I do a stakeholder needs analysis if I already know what to do?

If you already know what to do, it is not necessary to put together a stakeholder needs analysis. This may be the case for very simple, routine situations. On the other hand, when you skip the stakeholder needs analysis, you run the risk that by jumping to conclusions or solutions, you may be leaving value […]

Do I have to use the Alignor 3-Step model in every situation?

For very simple negotiations, you may find it easy to do the 3-Step analysis in your head. For more complex negotiations, such as multiple stakeholder negotiations, or negotiations with more than 4 or 5 issues, you should probably do all three steps in a more structured manner. For high value or strategic negotiations, you should […]

What should I do if I feel I am falling into old or bad habits in negotiations?

If you feel yourself slipping into bad habits, slow down and use the Alignor 3-Step model as a check to see if you are making sound decisions. Review each stakeholders’ critical needs to make sure you are not missing something important. Check to see if you can brainstorm more negotiation options, including some options that […]

What if I make a mistake in a negotiation?

If you make a mistake, you are likely to figure it out quicker and be able to adjust your strategy if your are well prepared for the negotiation. In the context of a negotiation, if you have not yet finalized the deal, you may find that a mistake can be an opportunity to learn and […]

Is it ever too late to use stakeholder interests analysis?

It is rarely too late to use the Alignor 3-Step model. While it may be advantageous to use the model as early as possible, the stakeholder needs analysis on which the model is based is an effective way to think late in the process, particularly when you run into impasse or other difficulties. In those […]

Why can’t I control other people?

It can be tempting to fantasize that we can control other people, particularly when those people are difficult and they refuse to do what we want them to do! Unfortunately, the idea of controlling other people is nothing more than a dream (and an unhelpful dream at that)! On the other hand, control of the […]

Why does compromise bring misery?

Each time you compromise, it brings you a little bit of misery because you are forced to give up something you really wanted. The more you compromise, the more you will become accustomed to misery — and the more miserable you will generally become!

Why does the high-low game damage relationships?

The high-low game inherently damages relationships because it erodes trust. This occurs each time a person takes an unreasonable position for the purpose of coercing the other side to cave in. As soon as the positional negotiator changes their position as part of the haggling inherent in the high-low game, they are essentially admitting that […]

Why do so many people play the high-low game?

In some cultures and industries, the high-low game is the norm in how people “negotiate.” What is the high-low game? It occurs when each side takes extreme positions and then haggles back and forth to see if the two sides can reach a compromise that is acceptable to each side. At its heart, the high-low […]