The shadow negotiation
Under every negotiation over terms runs a second one about who proposes and who evaluates, and it is decided before the first draft exists. I won on the merits for years inside a shadow structure I had already lost, and
moves and turns
Meaning
Moves and turns are distinct categories of actions within a negotiation, particularly relevant to the underlying shadow negotiation, described by Deborah Kolb. Moves are actions taken by one party to influence the negotiation’s unstated dynamics, such as who holds power or sets the agenda. Turns are responsive actions designed to counter a move, shifting the dynamic back or redirecting the interaction toward problem-solving.
Intentional Action
A move is typically initiated with the purpose of establishing a particular relational frame or power dynamic before the substantive discussion. Positioning moves define roles, process moves dictate the methodology, and power moves seek to diminish the other party. Each type of move represents an intentional effort to shape the implicit rules of engagement.
They are pre-emptive or proactive attempts to gain an advantage in the shadow structure.
Counterplay Mechanism
A turn serves as a reaction to a move, aiming to alter an unfavorable shadow dynamic or to draw the initiator into productive discussion. Rather than directly challenging the substance of the move, a turn addresses its underlying intent or effect on the relationship. For example, when faced with a power move, a turn might reframe the interaction to focus on shared goals or highlight the collaborative nature of the effort.
This requires a founder to expend mental energy in quickly diagnosing the move and formulating a response.
Founder Investment
Founders often find themselves subjected to various moves during negotiations with investors, partners, or clients. The capacity to identify and respond with appropriate turns represents a significant investment of a founder’s attention and emotional labor. Failing to recognize a move or execute an effective turn can cost the founder influence and control over the negotiation’s direction.
Understanding moves and turns allows a founder to protect their standing and ensure that the discussion remains centered on the venture’s merits.