Stop Negotiating – It Doesn’t Work

Stop Negotiating – It Doesn’t WorkNegotiation isn’t all it’s cracked-up to be. In fact, I believe negotiation to be an inherently flawed business practice. Negotiation is not an art to be mastered, rather it’s a sloppy approach to be avoided. While many a consultant, author and trainer have made personal fortunes teaching the finer points of negotiation, it is my belief they have accomplished little more than to create legions of inept business people who view themselves as being much more savvy than they actually are. If you’re truly interested in becoming more sophisticated and effective in your approach to reaching an agreement, then I would suggest you replace your tendencies to negotiate with something more substantive…

Conventional Wisdom

There are many who would say negotiation is just part of doing business, and that you cannot be successful as a leader without becoming a great negotiator. Conventional thinking would have you believe that to be a skilled negotiator is to be held in high esteem in the world of business, and in some circles, is worn as a proud badge of honor. It would lead you to further believe if you possess a reputation as a shrewd negotiator, then you would certainly be feared in the boardroom as an adversary to be reckoned with.

Reality

WAKE UP – please don’t tell me you’ve fallen for the ego-centric propaganda supported by conventional wisdom. True wisdom is rarely conventional, nor does it encourage being a bad actor in a charade. If you find yourself negotiating you are likely doing little more than posturing, spinning, manipulating, being slick, and perhaps even deceitful. Negotiation by its nature is a zero-sum game (my gain is your loss). In other words, the goal at the outset of a negotiation is to benefit from someone else’s loss, which should be an unacceptable premise for doing business. If your goal is to be feared, to take advantage of a person/situation/circumstance, or to manipulate an outcome to meet your needs, then you may be many things, but a leader is not one of them.

Win-Win Scenarios Do Exist – But Only If You Look for Them

Sure, there are those who say “win-win” scenarios are altruistic fantasies that don’t exist, but I’m here to tell you all good agreements are in fact win-win scenarios. Negotiation is adversarial, and savvy leaders focus on expanding relationships and spheres of influence, not shrinking them by creating enemies. When you’ve concluded an agreement with someone, wouldn’t it be better to have them be excited about doing business with you again, as opposed to spending hours in reflective thought regretting the day they met you? When I hear someone reminisce about the great deal they just negotiated all I can think of is, will the deal stick, and even if it does get traction, what about the bad taste left in the mouth of the other party? While it may seem tempting to exploit the immediacy of a situation or circumstance, the long-term consequences of such actions are detrimental to your reputation and credibility.

The Solution

So, if you don’t negotiate what do you do? Try engaging in meaningful conversation – one where you listen more than you speak. Negotiations look for a victory, while good discussions look to create opportunities for others, to add-value, to align interests, to understand needs, to facilitate, enable, educate, mentor, and inform. Smart leaders influence rather than negotiate. They seek the correct outcomes rather than just seeking to win. Conversations are not competitions – you don’t win them, but you should enrich them. Don’t be lazy and trick somebody just because you’re smart and you can, rather be a professional, do your homework and help people attain their goals & objectives.

I don’t know about you, but I know how it feels when someone is “negotiating” with me vs. how it feels when someone is having a “discussion” with me. They are not one in the same, and the latter is definitely preferable over the former. Think about it like this – you cannot lose a negotiation you don’t become a party to. When a one sided negotiation is taking place the other party cannot prevail as they are simply negotiating against themselves. Don’t get sucked into the flawed logic that negotiation is a tool for the powerful – it’s not.

What say you?
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Mike MyattMike Myatt, is a Top CEO Coach, author of “Leadership Matters…The CEO Survival Manual“, and Managing Director of N2Growth.

This entry was posted in Leadership & Infrastructure, Strategy and tagged , , . Bookmark the permalink.

4 Responses to Stop Negotiating – It Doesn’t Work

  1. I say it seems like you have a lot in common with FIsher and Urey and the Getting to Yes model of principled negotiation. Listen more, discuss more, etc. I don’t think those guys are namby-pambies by any means; have cracked some tough nuts, and yet it is hard to argue that the method is not negotiating!

  2. Brian says:

    I was hoping this article would promote some sage advice about how to avoid negotiating by some clever strategy, but instead, it is just a diatribe against one type of simplistic style of negotiating and a stamp of approval for another type of negotiating. You seem to be ignorant of the various categories of negotiations, their strategies, and their tactics. I would suggest taking a negotiations class or at least reading a good book on the topic before broaching this subject again. You seem to think that knowledge of the subject stopped around the time Kruschev banged his shoe on a table. There is a lot more to the subject. Educate yourself before you blog.

  3. Pingback: Innovation Excellence | Innovation Quotes of the Week – August 26, 2012

  4. Anette says:

    Thank you very much for this inspiring article and the proposed solution. 5 days after reading it changed my perception of how to align interests and just 5 minutes ago it saved a business contact! Keep rollin’!
    Best regards
    Anette

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