A negotiated agreement depends on decision-makers, influential outsiders and the people responsible for implementation.
01 · The picture
A negotiated agreement depends on decision-makers, influential outsiders and the people responsible for implementation.
Look at the whole picture
01Approve
02Influence
03Block
04Implement
02 · The idea
How I understand it.
Before negotiating terms, identify who can approve, influence, block and implement the outcome. A representative at the table may need permission from someone elsewhere. A person absent from the meeting may control resources or cooperation that the agreement requires. Learn those relationships and make the approval process explicit. Then design the sequence of conversations so that participants can resolve internal concerns and bring useful commitments to the main discussion. Consider how the agreement will be explained to affected groups and what practical steps follow a signature. The Brahimi case highlights these problems in a complex diplomatic setting, including representation, outside influence and follow-through. Applying the questions to a business negotiation requires attention to its own circumstances. An initial agreement creates work that still needs authority, resources and continued cooperation.
03 · A fictional example
Put it into a business.
A supplier and purchasing manager agree a new delivery schedule, but warehouse leaders cannot staff it. Before the next meeting, the negotiators include operations and finance, confirm who can approve staffing costs and test a short pilot. The eventual agreement specifies delivery windows, a review date and escalation contacts, giving the people carrying it out a workable commitment.
04 · Bring it into the room
Who outside the current discussion could prevent this agreement from being approved or carried out?
One decisionOne next actionOne way to check
Where this note comes from
An original explanation drawn from my saved learning material. The worked example is fictional.
Harvard OPM · Unit 3Course reading or session material
Lakhdar Brahimi - Negotiating a New Government for Afghanistan (Abridged Version)
PDF pp. 6–9; printed pp. 5–8; players, process, challenges and post-agreement implementation; Unit 3 Negotiations overview p. 5
These notes collect my interpretations and applications. The schools and authors retain their original teaching materials.