Discovery

This chapter looks at Solution-Focused Negotiation (SFN) as a discovery procedure, the art of finding key game changers that enable conflicting parties to overcome negotiation deadlocks. The assumption is that negotiating partners do not know how to progress toward resolution of their conflict. They do not have the knowledge to overcome obstacles. They need a game changer. The game changer can be a piece of information, an innovative idea or even a manipulative action. The game changer defines the conflict in a different and unexpected way. This chapter provides guidelines for detecting key game changers in various types of SFN.