NLP Negotiating skills from the trenches

What the heck is happening with BA?

Couldn’t there be a way BA could negotiate – why not try NLP?

All that seems to be in the news is the BA strike and the chaos that ensues . And its now not only the strikes, but lots of planes being cancelled because of the volcanic ash from Iceland . The consequences could be massive .

The strange thing is  that if you speak to the people involved on either party , they both think their arguments are completely right . Even weirder is that if you are on the other side , you’re likely to think that the other peoples’ arguments are insane and even crooked !

How on earth can there be such different point of views ?

Well, most importantly it starts with values – the things that are most of import to us. To one side the most important value could be to do with the success and profitability of the organisation . To them, with the economic crisis the only way forward is to do whatever it takes for this to happen – whether it makes cut backs or changes to the benefits of employees . Naturally they think the thought of striking is Looney because it could jeopardize the whole company .

The other point of view , the employee’s main focus could be their safety and security – making sure they have a safe job with benefits – their focus is on maintaining the safety and security and striking to make their case heard is the way they regard will get them heard.

So how do you negotiate in situations like this ?

 The NLP model includes many possibilities , and here are a few of the main points :

 1: Separate intention from behavior

 If you get stuck on the particular details of the argument , you will never get to resolution . You need to discover a level for agreement, which you do by:

 2: Discover the intention behind the arguments/behaviour by chunking up

 Ask questions such as ‘For what purpose? What is the intention? What is that an example of?’ – these help you to get to the intention that lies behind the behaviour and you keep going until you can find a level of agreement . For example, in the nuclear arms race, one side would be for total disarmament whereas the other people wanted to increase their number of nuclear weapons . However if you found the intention behind their specific arguments , their higher intention would be similar – peace

 3: After getting to a level where you can find agreement , start to chunk back down only as quickly as you can maintain agreement

  Discoverother ways to maintain the highest intention by finding different ways to satisfy both parties .

 4: Use conditional closes to make sure you maintain the agreement between each side

 Only step by step chunk down to the more specific proposals maing sure that both parties agree – ask questions like ‘If you could have x, then would this be ok?’

 This is an overview of some of the model of negotiation . In NLP there are so many different methods of using language , negotiating and creating change it would take pages to illustrate the full potential . The best way to learn more would be to attend an NLP training – find more details here…

 The best way to learn NLP Seduction would be to use hypnotic sedution poetry - more details there..

Tags: neuro linguistic programming, NLP, NLP techniques