The Pre‑Negotiation Process – Questions & Answers
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The Pre‑Negotiation Process – Questions & Answers
This FAQ develops the content “The pre‑negotiation process is decisive” and integrates it into the strategic influence approach advocated by NegoAndCo.
Why is pre‑negotiation decisive?
Because it’s the stage where you identify leverage points for opening dialogue. Without this preparation, you’re weaker—whether for hiring, a raise or an exit【255†source】.
What types of approaches exist?
Some negotiations are political, others economic, others purely legal. Understanding the file’s nature lets you adapt strategy and choose the right register【255†source】.
What mistake do employees often make?
Focusing on being right. Many believe that because they have a legal claim, the company must comply. In practice, firms can ignore or stall, which undermines employees【255†source】.
What common behaviors illustrate this deadlock?
Take an employee whose responsibilities are altered but who stays on. They may write management about it. Even if legally right, the firm might ignore them, leaving a stressful situation【255†source】.
Why do companies act this way?
Often due to lack of time—or as a negotiation tactic: refusing to play to wear down the counterpart. This may end in resignation or litigation—rarely optimal【255†source】.
What is the negotiator’s real posture?
It lies between resignation and legal action. The task is to bring the company to take responsibility and to open dialogue for a balanced deal【255†source】.
How can you succeed at this stage?
By finding all leverage points that allow restoring or reshaping duties. The goal isn’t to decide who’s right but to achieve your objective by opening a negotiation field【255†source】.
