Using Force Field Analysis in Negotiation Planning

Author(s):

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; JL-Patterson2@wiu.edu

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

Abstract

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.