Welcome to the Air Force Negotiation Center (AFNC) website. The AFNC provides this site to inform you about the art and science of negotiation. You negotiate on a regular basis, whether as a leadership tool, part of an integral problem solving process, or just to make a decision. Skillful negotiation is a proven, positive tool for success. AFNC's goal is to ensure success in current and future negotiations. See our mission brief for more information.
You are likely at the AFNC's website for a specific reason. You may have an issue with a current negotiation. You might be preparing for deployment and will negotiate with Joint, Coalition, or Host-Nation partners. It could be that you are simply in need of research on the topic of negotiation. For whatever the reason, our job is to assist you.
If you are looking for resources to help with an ongoing or potential negotiation in the operational environment, start with warrior resources. This link provides a current guide and checklist on cooperative negotiation strategy. We designed the rest of the site in a similar fashion. If you cannot find the information you are looking for contact us and we will assist you.
We also have an email loop to access our corporate email account. We need your feedback and will respond in a timely manner. The AFNC welcomes suggestions about our materials, courseware, and website. Please take a minute to share any stories of how you have used negotiation to succeed (or fail) in your mission.
Good luck - The AFNC Faculty and Staff
The primary goal and mission of the AFNC is to help you learn to negotiate more effectively. The best way to understand negotiation is to first read the AFNC's Practical Guide, which is the primary reference on the art and science of negotiation.
In the past, education and training did not emphasize negotiation as a military leadership and management tool. Leaders did use negotiation, but traditionally looked to application of power for mission success. Military leaders were and are quick to use their legitimate authority to solve problems. We have led, fought, and trained in this manner for years.
Military leaders also have the ability to apply force, but are limited by situation, mission, or rules-of-engagement. On an average day, an operational commander may have a large span-of-responsibility with a very limited span-of control. Commanders now lead teams that may reach across the host-nation, international coalitions, governmental civilian agencies, non-governmental agencies, etc. Your job, however, is to convince these groups to apply their expertise and resources when you have no direct authority over their actions. Negotiation will be a key skill to successfully complete your mission.Negotiation will not be just an operational skill. As resources shrink, military leaders will negotiate each day. Just sitting down with your peers to allocate training resources may require intense internal and external negotiations. You might bargain proposals both up and down the chain-of-command to balance resources and time to meet your units training objectives while also negotiating with outside agencies to find training locations and resources. Studying negotiation techniques and skills will help you prepare for success.