Negotiating, Building Consensus and Resolving Conflicts

11-10. Leaders often must leverage negotiating skills to obtain the cooperation and support necessary to
accomplish a mission beyond the traditional chain of command. During complex operations, different joint,
interagency, and multinational contingents might operate under specific restraints by their national or
organizational chains. This can result in important negotiations and conflict resolution versus a simpler
process of merely issuing binding orders.

11-11. Successful negotiating involves communicating a clear position on relevant issues and integrating
understanding of motives while conveying a willingness to bargain on other issues. This requires
recognizing what is acceptable to the negotiating parties and achieving a workable compromise. Good
negotiators visualize several possible end states while maintaining a clear idea of the optimal end state
from the parent command’s perspective.