MAGIC; Mapping, Aspirations, Ground, Innovations and Closure. These can be used as a process or as individual tools to help move a negotiation forward. Let�s look at these one by one.



Mapping: Before negotiating, it is important to map out the territory, to get the �lie of the land�. MAGIC offers a very clear structure for how to do this mapping - to get a clear picture of your desired outcome, how you might achieve this through this negotiation, and under what conditions you should simply walk away. This mapping process is most effectively done through coaching � either within a negotiating team or even with an outside coach. The results of this can be remarkable, especially in terms of the confidence with which people can then approach their negotiation.



Aspirations: The key to getting what you want from a negotiation knows what you want! This obvious fact is easy to overlook in the heat and pressure of the negotiating table. Solutions Focus tools provide ways of clarifying interests and aspirations, in such a way that they are both concrete and meaningful, while maximizing room to maneuver at the table. These tools ease the way to the collaborative relationship that is the key to achieving good Agreement, Relationship and Time results.



Ground refers to two things. The first is the importance of beginning with common ground. After all, what�s being sought is agreement, and that is best built on whatever agreement is already in place. Neglecting this stage results in time wasted in needless disputes. Ground also refers to the separate ground of each party � where they stand if negotiations fail. SF gives us efficient ways to build on this ground � which is the key to leverage and power in negotiation.



Innovations refers to the creative problem solving process that negotiators have aspired to since �Getting to Yes� was first published. It is far from easy to get from the natural adversarial negotiating position to the position of trust in which genuinely creative problem solving is possible �



Closure is the final stage of a negotiating process. Sometimes difficulties remain, and there are many ways of dealing with these, but sometimes all it takes is a simple handshake to recognize that we have innovated our way to agreement. Closure draws together all that has gone before in building the MAGIC and makes it real. Taken together, these ideas offer a genuine leap forwards in negotiation technology.



Regards

Pradeep