Dealing with hidden agendas and cracking the secret of influence
Do you recognise hidden agenda situations in the negotiation process?
Are you asking the right questions to fish out the unsaid information?
Do you find multi-party set-ups in negotiation a challenge?
To be successful at negotiating, you need to understand the shadow factors that affect the relationship of all the parties involved - assumptions, feelings, stereotypes and perceptions, as well as the hidden agendas that are rarely addressed directly.
All negotiation is carried out at two levels:
- The level of substance which are the issues on the table
- The hidden level of interpersonal communication that takes place , and the interplay of conflicting interests and personal styles, determining how the process will move forward