We need to send a message.
Ever hear that before?

In negotiations, we do that all the time. Send messages.
Sometimes they’re used to tell the other side our position.
You know, here is where we’re going.
Or sometimes we send messages to confuse the other side.
Like, here is where we want you to think we’re going.

It can be confusing.

When we use “messaging” it’s because we want to insure our message gets before our target audience.
It could be the group of employees who will fall under whatever contract we’re negotiating. It could be the general public if we’re trying to bring public pressure to bear on our adversaries. It could even be our spouse, our kids even.

Whenever it’s being used, we just need to keep in mind that “messaging” is the new “in” phrase in use.
It simply means whatever is being “messaged” the end result for us is that the message” is all about the “big” picture. The message has to fit into whatever the big picture strategy is at the moment. We use it to tell our particular story for that particular issue at that particular place and time.

Still confused?

Sometimes I’ve made proposals for messaging purposes because we need to propose “X” as it will help sell the overall story or “message”.
Or better yet, I’ve had to put proposal “X” on the table as we’ve already messaged that we’ve already moved in the direction of, yes, that proposal. We sometimes play catch up to the message.

So how can you negotiate when this is going on?
Well, take heart because this “strategy of the message” has always gone on. It’s not new.
Whenever you mix public policy with public negotiations this will happen. Anytime we are moving in a particular direction, for consistency’s sake the overall message, the strategy, the proposals all have to be in aligned.

Can you deal with this pressure? As I mentioned it’s not new. It’s actually the same pressure you’re always feeling.
The pressure to insure what your doing at the table is consistent with your”principals.”
Those people you report to, and their perspective, insight, direction. In short, what you do has to be consistent with their message.

The message?
It’s usually summarized as:
“We’re the good guys.”
“Everything we’re doing is for the common good.”
“We are trying to save mankind.”

Get the picture?
That’s the message.

As a negotiator, simply keep the overall message in mind.
And keep all of your proposals within the message of the Message.
And just hope the message is clear and doesn’t often change.

See, that’s not confusing.

JT