M 4
U
a
Select Page
We're here for you. Train online, facilitator led, using the world's most advanced simulation game.

It's time to replace stress with confidence.

“It was fun but before I knew it, I was negotiating better.”  

 
Updated: 28 Jan 2021

Creative Problem Solving in Negotiations

Creative Problem Solving In Negotiations

Summary

A study that shows how effective creative problem solving can benefit any negotiation.

Creative problem solving

All too often, negotiators can become tied up and bound as they commit to taking a competitive approach to their negotiation. As a result, they don’t allow themselves to be flexible nor consider a creative approach to derive more value from the negotiations. On the other hand, a common error committed by those who believe they are taking the win-win approach to their talks is to overcompensate their need to find agreement by making unwise compromises. A compromise invariably means that both resources and money will likely be left on the table, unclaimed by either party.

Here’s how two west coast energy producers, Southern California Edison Co. and Bonneville Power Administration created a joint partnership through creative problem solving whereby each party met their objectives.

Find compromises

In 1991, the two parties conceived of a way to help the Columbia River salmon in the Pacific Northwest, while improving the polluted air of southern California, and they managed this feat without spending any money in the process!

Here’s a précis of this unique and imaginative problem solving that illustrates the powerful benefits of the create process at work – taught on the best negotiating training courses. During the summer months, Bonneville Power would increase the flow of water into the Columbia River. This would automatically increase the amount of hydroelectric power generated by California Edison. The increased flow of water allowed the young salmon to swim through the channels more easily. It also increased their survival rate because a weaker current made them more prey to becoming lost or more vulnerable to being devoured by predators.

Later, in the fall and winter months, California Edison returned the power back to Bonneville Power Administration that it had borrowed during the preceding summer months. As a result, Bonneville had very little need to run its coal-fired and oil plants during the summer months.

Exchange of power

This was truly a win-win agreement. The exchange of power, roughly equivalent to about 100,000 households improved the migration of the salmon, thereby increasing their survival rates and expanding the fish population. Additionally, air pollution was reduced significantly as Bonneville didn’t have to resort to smog producing plants during the stifling and oft smoggy summer months that normally occur. What kind of impact? It’s been estimated the saving was about equivalent to taking about 5,000 cars off the highways. The best part of all was that absolutely no money exchanged hands in the entire process. Pretty smart, eh?

1 Star2 Stars3 Stars4 Stars5 StarsRate this Article
4 out of 5 from 2 responses
Loading...
1 comment
  • 13
    8
    Diederik Vincent on

    Creativity is so important in negotiations. This example is beautiful.

  • Leave a Reply

    Your email address will not be published. Required fields are marked *

     
    The commercial landscape has become increasingly competitive, with customers increasingly trying to commodities offerings to force discounting. Take your sales career to the next level by learning how to consistently close bigger deals in less time at higher margins. Read More
    Investment per participant
    $2,410USD
    Early Bird Special:
    -$241USD
    Total investment
    $2,169USD
    Early Bird Special: -$241USD Ends 19 Sep 2021
    Delivery Method: Online
    19 Oct, 21 Oct, 26 Oct, 28 Oct, 2 Nov, 4 Nov 2021 (Tuesday, Thursday)
    6 instructor-led half day sessions
    11 am to 3:30 pm ET
    8 am to 12:30 pm PST
    Calum Coburn
    855-980-0126
    Procurement faces the double challenge of getting the best value deals from vendors, while at the same time managing internal stakeholder relationships. Cost savings initiative yields decreasing returns. Take your procurement career to the next level by learning how to consistently close the most complex of deals in less time while creating more value. Read More
    Investment per participant
    $2,410USD
    Early Bird Special:
    -$241USD
    Total investment
    $2,169USD
    Early Bird Special: -$241USD Ends 19 Sep 2021
    Delivery Method: Online
    19 Oct, 21 Oct, 26 Oct, 28 Oct, 2 Nov, 4 Nov 2021 (Tuesday, Thursday)
    11 am to 3:30 pm ET
    8 am to 12:30 pm PST
    Calum Coburn
    855-980-0261
    Whether you're aware of it or not, you've been negotiating your whole life. We negotiate with our colleagues, customers, suppliers, bosses, family and friends. We negotiate for business agreements, higher pay, a better job, our home or car. We only get to choose whether we negotiate better or worse than others. Read More
    Investment per participant
    $1,440USD
    Early Bird Special:
    -$144USD
    Total investment
    $1,296USD
    Early Bird Special: -$144USD Ends 19 Sep 2021
    Delivery Method: Online
    19 Oct, 21 Oct, 26 Oct, 28 Oct 2021 (Tuesday, Thursday)
    4 instructor-led half day sessions
    11 am to 3:30 pm ET
    8 am to 12:30 pm PST
    Calum Coburn
    855-980-0126
    Sending