1. Encouraging Involvement of Potential Opponents as well as Allies

2. Why involve potential opponents?
To neutralize a critic
To gain insight
To gain access to a group
To acquire new resources
To find common values and beliefs
To get to know your opponents as people
To build a base of trust
To help you make progress

3. When should you involve potential opponents?
When the lines of communication are relatively open
When you see common values and opportunities
When the cost is not too great 3

4. When shouldn't you involve potential opponents?
When there is a history of distrust or deception
When positions are strongly held and completely opposed
When your opponents are unwilling to talk
When costs would be too great 4

5. How do you involve potential opponents?
Decide that you want to involve them
Narrow your targets
Clarify your goals
Make the commitment
Identify the stakeholders
Make contact with your opponent
Establish ground rules 5

6. How do you involve potential opponents? (cont.)
Set an agenda
Organize subgroups
Search for information
Find a mediator
Involve other stakeholders
Hold a meeting
Meet again 6

7. How do you involve potential opponents? (cont.)
Understand the twelve "talking points"
Close the deal
Sell the deal
Structure the agreement
Monitor the agreement 7