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Negotiation? Art? Science? Manipulation? or Justice?

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Start:
January 1, 1970 12:00 am

Negotiation?

Wikipedia, defines Negotiation thus:

“Negotiation is a dialogue intended to resolve disputes, to produce an agreement upon courses of action, to bargain for individual or collective advantage, or to craft outcomes to satisfy various interests. It is the primary method of alternative dispute resolution.
Negotiation occurs in business, non-profit organizations, government branches, legal proceedings, among nations and in personal situations such as marriage, divorce, parenting, and everyday life. The study of the subject is called negotiation theory. Professional negotiators are often specialized, such as union negotiators, leverage buyout negotiators, peace negotiators, hostage negotiators, or may work under other titles, such as diplomats, legislators or brokers.”

It seems to me therefore that Negotiation is a pretty much vital skill both commercially and socially and yet we Brits and I’m sure many others are really bad at doing it and many of us know that. Despite this it isn’t taught in school or University in the main and even on MBA and DMS courses not in any depth that I can tell. Is is any wonder therefore that in many cases we end up with unsatisfactory outcomes in our dealings with each other. I recognise many of these and to be honest recognise that over the years some have disadvantaged me by using such tactics. I now feel that if only I’d known then …… but that normally only comes with age and experience.

Working with an organisation like the Rainmakers that offers training in this area I am amazed at how all pervasive negotiation really is and am rapidly coming to the conclusion that training is beneficial if not vital for most of us.

 Wikipedia continues:-

“Some teachers outline negotiating archetypes such as the Wise well connected Sages,
the Wiley old foxes, the Predators and Thugs, who usurp the lions share through sheer tyranny and force, the obstinate “petit tyrant”, the big deal wannabee, the systemic bureaucrat with all the rules and no idea, and then there are the unfortunate and clearly oblivious “prey”, the victims of “circumstance”.
Others outline a variety of tactics ranging from negotiation hypnosis, to a straight forward presentation of demands or setting of preconditions to more deceptive approaches such as cherry picking. Intimidation and salami tactics may also play a part in swaying the outcome of negotiations.
Another negotiation tactic is bad guy/good guy. Bad guy/good guy tactic is when one negotiator acts as a bad guy by using anger and threats. The other negotiator acts as a good guy by being considerate and understanding. The good guy blames the bad guy for all the difficulties while trying to get concessions and agreement from the opponent.”

In my own research I found where organisations have even built special rooms to unbalance opponents in negotiations!

Equally many equate “haggling” wth “negotiation” IMHO not the same thing at all and I dislike haggling immensely.

 In the overall scheme of things we need to consider the following summation; negotiation is a contest for the best deal and there is always someone who has an advantage.

At the end of the day you get what you negotiate not what you deserve and as to ones “rights” ……….!!

Moving on from the “if only” to the “What next” I’ve just posted a Marketplace Advert and Event scheduled for 22nd & 23rd March for “Negotiation Unplugged” which will take those who really need the skills of a negotiation specialist to apply to their daily life to “specialist” level.

Who will join me?

Regards -
 Maurice www.rainmakerscompany.com

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