NegotiationWise Methodology
NegotiationWise®
NegotiationWise is a cutting-edge negotiation methodology developed by Mehran Mossadegh, a strategic decision-maker with a passion for engaging with intelligent individuals and thought-provoking discussions. Over the past decade, Mehran has been dedicated to creating an innovative approach to negotiations that combines human factors with scientific research.
NegotiationWise represents a paradigm shift in current negotiation and decision-making models. It addresses the challenges posed by today's complex business landscape, where multiple stakeholders and interconnected elements often complicate the decision-making process.
At the core of NegotiationWise is the understanding that "People are the Problem." Recognising the impact of human factors on negotiation strategy, this methodology focuses on optimising the balance between negotiation tools (strategy, tactics, timing, etc.) and the negotiation team.
The inspiration for developing NegotiationWise came from Mehran's firsthand experience assisting a client through a complex negotiation. Existing methods proved insufficient to tackle the challenges of the modern business environment and fulfill the enduring need for wise negotiated agreements.
NegotiationWise stands out due to its unique advantages:
1. Collaborative problem-solving approach: By emphasising human factors and investing in preparation and planning, NegotiationWise facilitates the effective management of interconnected relationships and conflicting priorities in complex business landscapes.
2. People-centred negotiation: Instead of relying solely on traditional tools, NegotiationWise places a strong emphasis on the people involved. This approach enables faster and more accurate decision-making, ensuring organisations don't leave potential value on the table.
The development of NegotiationWise involved extensive research and development by Mehran over a period of 3.5 years. Subsequently, the methodology underwent rigorous testing and refinement in real-world scenarios over the past seven years. This included training hundreds of businesses, executives, local councillors, and mayors. Moreover, NegotiationWise has provided consulting and advisory solutions through programs like the esteemed 'Advisor to CEO' and the ICONIC initiative (Implementing a Culture of Negotiation & Influencing Capability within Organisations).
As a result, NegotiationWise offers strategies, methods, and principles that are well-suited to navigate the uncertainties inherent in complex negotiations.
With its flexible and adaptable set of tools, methods, principles, and strategies, NegotiationWise helps identify and resolve problems and weaknesses that hinder the achievement of desired outcomes.
Ultimately, NegotiationWise aims to provide a framework for optimising human resources within organisations, leading to the highest return on investment, better outcomes, and increased efficiency.
NegotiationWise®, Simple Complexity®, ECCS Factor® and Reluctant Factor® are registered Trade Marks of Mossadegh Enterprises Pty Ltd.
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.