The One Minute Negotiator

The One Minute Negotiator

1. Don Hutson and George Lucas show that most people avoid negotiating in both work and everyday life because conflict makes them uncomfortable, nervous, and even frightened. In addition, the win-lose strategy that is widely accepted and used during most negotiations often fails and produces frustration for both partie

2. THE NEGOTIAPHOBIA EPIDEMIC

   • This disease is one of attitude and skill deficiency. Negotiaphobia causes stress, especially as today's business world has shifted to an intense focus on both revenue and bottom-line profitability.

3. THE EASY PROCESS

   • In order to effectively treat negotiaphobia, the authors suggest a simple yet powerful three-step "EASY" process:
     • Step 1--Engage
       • The negotiator must recognize she is in a negotiation and quickly review the viable strategies. After she realizes she is in a negotiation, the temptation is to proceed with a negotiation strategy that is most comfortable for her, but this tactic provides a very low probability of success
     • Step 2--Assess
       • he negotiator must evaluate his tendency to use each of the negotiation strategies, as well as the tendencies of the other side(s). People who become skilled negotiators learn how to quickly read others and determine their negotiation tactics
     • Step 3--Strategize:
       • The negotiator selects the proper strategy for the particular negotiation. Once professionals can consider themselves and the people sitting across the table, they can assess the true significance of the opportunity. This allows them to choose the best negotiation approach, use it, monitor the impact, and then proceed or adjust based on the progress that is being made.

4. The four viable negotiation strategies are:

   • 1.
     • Avoidance is a reactive, low-cooperation approach that tries to put off the negotiation entirely. Negotiaphobes will default to this strategy a high percentage of the time. There are only a small amount of circumstances where avoidance should be utilized.
   • 2
     • Accommodation is a reactive, high-cooperation technique that should be used with a high level of caution. It means giving in and allowing the other party to get exactly what they want. It should only be used when there is no alternative and the deal must be retained.
   • 3
     • Competition is proactive and low-cooperation. It is a win-lose type of situation that calls for knowledge, skills, and nerve. It does not try to preserve a business relationship, but focuses only on gaining the results that one desires
   • 4
     • Collaboration is a proactive and high-cooperation approach that is based on the true needs of all parties involved. It is a win-win strategy that focuses on how to create greater opportunities as a result of the negotiation.

5. YOUR ONE MINUTE DRILL

   • Is this situation a negotiation; and if so, what are the four viable negotiation strategies?
     • What are my natural negotiation strategy tendencies; and for the other parties in this negotiation, what strategy are they most likely to deploy?
       • Recognizing the nature of this particular negotiation situation, what is the optimal strategy to use?

6. ONE SIZE DOES NOT FIT ALL

   • One of the main symptoms of negotiaphobia is using the same negotiating strategy no matter the situation

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