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Success Criteria
Completion requirements
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Mutual adjustment is one of the key causes of the changes that occur during a negotiation. Both parties know that they can influence the other’s outcomes and that the other side can influence theirs. The effective negotiator attempts to understand how people will adjust and readjust their positions during negotiations, based on what the other party does and is expected to do. The parties must exchange information and try to influence each other. As negotiations evolve, each side proposes changes to the other party’s position and makes changes to its own. This process of give-and-take and making concessions is necessary if a settlement is to be reached.
If one party makes several proposals that are rejected, and the other party makes no alternate proposal, the first party may break off negotiations. Parties typically will not want to concede too much if they do not sense that those with whom they are negotiating are willing to compromise.
Identifying your own success criteria is a key starting point for all negotiations – otherwise how else would you know whether your negotiation is a success?