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Sequential Negotiation

What is Sequential Negotiation?

Sequential Negotiation is a strategy that breaks complex negotiations into smaller, manageable issues that are addressed one after another rather than simultaneously. This approach simplifies complex negotiations by focusing attention on one issue at a time, building momentum through incremental agreements.

Key Principles

  • Breaking down complex negotiations into discrete issues
  • Addressing issues in sequence rather than simultaneously
  • Building momentum through incremental agreements
  • Managing interdependencies between sequential issues
  • Strategic ordering of issues to facilitate agreement

When to Use Sequential Negotiation

This strategy is particularly effective in situations where:

  • Negotiations involve multiple complex issues
  • Parties are overwhelmed by trying to address everything at once
  • Building trust gradually is important
  • Some issues are prerequisites for others
  • Early agreements can create momentum for more difficult issues

Implementation Steps

  1. Identify all issues: Create a comprehensive list of all matters to be negotiated
  2. Prioritize and sequence: Determine the optimal order for addressing issues
  3. Agree on process: Establish the sequential approach with all parties
  4. Negotiate each issue: Focus completely on one issue before moving to the next
  5. Document incremental agreements: Formalize each agreement before proceeding
  6. Manage interdependencies: Recognize how earlier agreements affect later issues

Advantages and Limitations

Advantages:

  • Simplifies complex negotiations into manageable components
  • Builds momentum and confidence through early agreements
  • Allows focused attention on each issue
  • Reduces cognitive overload for negotiators
  • Creates clear milestones for progress

Limitations:

  • May miss opportunities for trade-offs across issues
  • Early agreements can constrain options for later issues
  • Can be time-consuming compared to parallel approaches
  • Parties may hold back on early issues to maintain leverage
  • Requires careful management of issue interdependencies