Negotiation and Persuasion

Humanitarian negotiation models differ all over the world. In the UN-CMCoord training programme, we use the literature of The Centre for Humanitarian Dialogue (HD), Getting to Yes from Roger Fisher and William L. Ury, and the Naivasha Grid from the Frontline Negotiators.

An essential part of humanitarian negotiations is the work done before the engagement starts. HD provides a summary of what a successfully negotiated outcome comprises. Getting to Yes includes guidance for preparing an ad-hoc negotiation. Frontline Negotiations developed a detailed framework guiding the negotiator, the support team and the higher authorities in preparing for the activities.

With the emergence of all kinds of non-traditional actors, headquarters-developed models require adaptation at the frontline, be it in conflict or a benign civil-military coordination environment. Also, the digital transition is changing how we communicate and persuade each other.

We need a pragmatic yet principled approach to humanitarian negotiations. Humanitarian, development, peace and security actors must share their joint effort and good negotiation practices.

The negotiating parties must establish trust and respect. Establishing equal conditions without attempting to patronize each other might lead to successful outcomes. The six scientifically researched principles of persuasion (Robert Caldini) might help us to overcome the most difficult stumbling blocks in humanitarian negotiations.

Negotiation Group Work