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Using Force Field Analysis in Negotiation Planning


James L. Patterson, Ph.D., C.P.M., A.P.P.
James L. Patterson, Ph.D., C.P.M., A.P.P., Associate Professor of Management, Western Illinois University – Quad Cities, 309/762-9481;

90th Annual International Conference Proceedings - 2005 - San Antonio, TX

Professional negotiators have long sought more efficient and effective tools and techniques to provide a competitive advantage at the negotiating table. Using the longestablished and well-recognized technique of force field analysis (FFA), which has its roots in the field of psychology, a new application is developed to assist negotiators in preplanning and implementing successful negotiation strategies. A brief background of FFA is presented, followed by a description of how this change management technique can be effectively utilized to facilitate the pre-negotiation planning phase, resulting in more favorable negotiation results and outcomes. FFA can be successfully used to identify, analyze, and prioritize the influencing forces driving and opposing a negotiation settlement and their potential effects in order to develop appropriate negotiation strategies and tactics in order to maximize positive influences and mitigate negative ones.

Using Force Field Analysis in Negotiation Planning — 65 KB (PDF)