How many positions should be developed for flexibility in negotiation preparation?

In negotiation preparation, developing three positions allows for a strategic balance between flexibility and structure. This approach enables negotiators to explore multiple avenues during discussions, which is essential in adapting to the evolving dynamics of a negotiation.

The first position typically represents the preferred outcome, the one that fulfills the negotiator's main objectives. The second position might be a fallback or compromise option that still meets some essential needs but may require giving up certain aspects of the first position. The third position can serve as a broader, more flexible alternative that incorporates different elements or entirely new ideas, making it easier to find common ground with the other party.

This triad of positions empowers negotiators to remain adaptable and responsive throughout the negotiation process. By having three distinct options, a negotiator can effectively pivot as discussions progress, enhancing the likelihood of reaching a mutually beneficial agreement while maintaining a strategic vision.