The Periodic Table for
Business Negotiation
Goodwill generates greed, not gratitude. Giving an unconditional concession is seen as a sign of weakness in negotiations
Practice the skill to become 'Metaphor-aware'. These are clues and provide a creative way to reframe your issues in your negotiations
Dirty Tricks take away your control. They are used to put you on the back foot & quickly turn you into a powerless negotiator
Hearing is a physical process; listening is an intellectual one & skilled negotiators recognize & utilize this skill well
A negotiated deal comes about when issues are addressed for both parties. To address the issues, there could be a cost
Unskilled negotiators make absurd 1st pitch as they lack the skill to protect value; causing delays, stress & promoting distrust
Don't negotiate yourself out of a deal even before it starts. Avoid the trap of 'self-sabotage' by making assumptions
Persuasion is not Negotiation. Persuasion is an instinctive approach to deal-making but is usually the weakest method to conflict resolution
Negotiation is 3-D. Negotiators often overlook the importance of 'designing their negotiations' & end up conceding more
Negotiation is a process with recognizable steps. It's like a map with forward-rhythm to help you reach your objectives
If you have decided to resolve a conflict by negotiating, then all unresolved issues are important & should be addressed
Negotiation is a not a battle. Skilled negotiators are both creative & courageous & are ready to create value in a 'conflict'
People become even more competitive when negotiating in public. If you want them to be more collaborative, try to do it one-on-one.
There are 10-different ways to resolve any conflict or to do-deals. Negotiation is one method but not ideal to start with
Lookout for the opportunity to negotiate. Being able to negotiate is about spotting the opportunity to make an exchange
Taking planned time-outs is a sign of strength. It not only takes the pressure off, but also helps avoid regretful decisions
Dialogue is key in negotiation. Without it, the process is filled with assumptions & unrealistic demands leading to deadlock
Most unskilled negotiators feel "negotiation happens to them". Negotiations can be designed with better outcomes.
Whilst most things are negotiable, there are 3 beliefs which are not. Learn to spot them early in your negotiation to avoid delays
Avoid 'splitting-the-difference' in negotiation. It is a 'lazy' & 'limited' approach to deal-making, leaving both parties dissatisfied
Avoid responding instantly, even if you can. Skills negotiators are excellent listeners and provide a considered response.
We negotiate DAILY, whether we realize it or not. We negotiate at work, in our community and with our family and friends.
We believe Negotiation is both art and science.
The Science
Negotiation is the Process with recognizable steps. Each step has a certain number of skills associated with it. So, if you learn the process and have practiced the skills, you are more able to know where you are in the negotiating-process and what skills are needed at every step to better control the negotiation and don’t just let ‘negotiation happen to you’.
The Art
Part of negotiation is how you behave and deliver your negotiating language. It’s where your personality becomes part of your overall negotiating signature.
Most of all, negotiation a skill, so the more one practices the skill; the better one becomes.
Thus, we believe skilled negotiators are also happier people. Because they navigate and control negotiation with more confidence. They are happier, because they see conflict as an opportunity, not a battle.