Over on The Negotiator Magazine, Eric Garner recently had a great article on Timeless Principles To Steer You Through Negotiations that listed seven principles of negotiations that define a sure-fire way to succeed.
The list, which also included 7 timeless quotes, one per principle, is as follows:
- Negotiating is an essentially human way of interacting.
- Negotiating is not about dividing up a limited cake in ways that are divisive. It is about making a bigger and better cake.
- Conflict is at the heart of negotiation but only a positive view of conflict will result in a successful outcome.
- There is a time to speak and a time to shut up in negotiations. When you do more listening than speaking, you actually increase your power.
- In power negotiations, when the stakes are high, let the other side believe what you want them to believe. But don’t lie or be dishonest.
- Recognize that you will only reach agreement by understanding the deeply-held needs of the other side.
- You can only succeed in negotiations with a win-win attitude.
Essentially, you’re dealing with a person, and you’re only going to succeed if you approach the negotiations with integrity, listen to the other person, and reach an outcome that both parties view as a success. Strategy, tactics, and textbook methodologies will be useless if you forget these basic points. Writing anything further would just miss the point.