Transformation

The first challenge in Solution-Focused Negotiation (SFN) is to commit the parties to the framework of the interaction—rules, structure and timetable. Commitment is a powerful motivation that helps the parties critically examine their positions, consider different options, and keep the process alive in times of crises. Commitment is the first step in replacing the habit of fighting with negotiation by peaceful means. An effective way to commit the parties to SFN is to turn them into a negotiating cooperative. This chapter describes the necessary elements for transforming opposing parties into a negotiating cooperative.