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
process move
Meaning
A process move is an action taken within a negotiation that establishes or alters the method and sequence of interaction between parties. These moves, occurring within the shadow negotiation, dictate procedural aspects such as where discussions take place, the order of topics, or the format of proposals. The goal is to influence the mechanics of the negotiation, which in turn affects control over its progress and direction.
Procedural Control
A party making a process move seeks to gain control over the negotiation’s practical execution. This can involve suggesting a specific location for meetings, dictating who presents first, or setting deadlines for responses. Such a move determines the operational tempo and flow of information, often subtly favoring the party who initiated the procedure.
This shifts the burden of adaptation onto the other side, consuming their capacity.
Fairness Perception
The manner in which process moves are introduced and accepted can significantly impact the perceived fairness of the entire negotiation. If one party consistently dictates the process without consultation, the other party may feel marginalized or disrespected, even if the substantive terms are acceptable. This erosion of trust imposes an emotional cost on the interaction, making future collaboration more difficult.
An imbalanced process can taint the perception of the final outcome.
Founder Burden
For a founder, being subjected to a series of unexamined process moves can result in a significant expenditure of time and logistical effort. The cost arises from having to conform to an externally imposed structure that may not align with their own operational realities or preferences. A founder must actively engage in defining the negotiation process, proposing alternative arrangements or challenging those that are implicitly biased, to ensure an equitable playing field.
This requires both attention and a willingness to negotiate the negotiation itself.