Description: You are trying to build a relationship with the guy across the table — by attacking his relationship with his own organization.
Sometimes the best way to build a relationship (and justify unfavorable terms) is to claim that you and the counterparty have to work together to face down a common threat – usually your organization or their organization (or both). Good for getting past gatekeepers – “What can we do to make this work?” The problem is that while this may be effective at building a short-term dialogue, it tends to undermine trust in the long term. Common Enemy works well for transactional negotiations, but if you want to forge a longer term relationship with the coutnerparty you are better off climbing the ladder with Big Guns.
Intent: Build a relationship, establish a dialogue.
Style: Accommodating or Collaborating in the short–term, but ultimately competitive. Good for use with Avoiders.
Counter: What do you mean “WE”?