Principles of Ethical Negotiation
“The emphasis on academic achievement in the workplace has its virtues, but an ever increasing hi-tech orientated economy demands highly specialized skills which call for a more related form of education. Selling and negotiation skills are a fundamental factor in both low and hi-tech economies”. Pat Weymes.
Negotiating from an ethical point of view, that is to consider all parties and there requirements within the context of finalising a winning deal, whatever that might look like is a fundamental form of related education. The Harvard business school have a project specifically set up to improve techniques of negotiation and mediation across a wide variety of context such as business, international diplomacy, unions and law.
The old saying that he or she has “the gift of the gab” and is a “natural salesperson” is actually far from the truth, if you ever witness someone doing this then odds are they are actually over selling! So first things first, the human brain is broadly split left and right, the left side deals with logic (this is the pull – aware of what the client wants) and the right side deals with emotion (this is the push – aware of what you want). When you see top flight negotiators at work they will, broadly, pull 80% of the time and push around 20% of the time, establishing with the client a firm character of integrity and also confidence, very powerful and compelling during a negotiation.
The good old “Win-Win”
Most negotiations will probably require you to sit down with a client whose relationship is both important and strategic for your business, therefore preparation is crucial. It was therefore vital that i make every attempt to address the interests of both parties to a negotiation. This particular model strongly suggests that you must strive to work hard for the other side as well as your own. If you don’t do this, and they end up feeling done over, then understand this plain truth, you will sour your relationship with this client and irrevocably damage your chances of long term business, so pack it in! Worse still they will seek revenge later down the line, definitely not a win-win. The pressure your business puts on you to win the order is also worth noting and, at times it will seem almost as if you are mediating between the two. If you ever get this feeling, rest assured you are probably doing a good job – keep going!
Interests not positions
Ask “why do you want that?” The clearer you are about the other party’s underlying interests and they are about yours, the more likely it is that you can both invent options for mutual gain. Interests, don’t forget, are not just pounds shillings and pence or GM/NP%, it can often be things like status, dignity and also a key one – respect. A lot of time needs to be put in before you even get to the negotiating table but, rest assured, it’s time very well spent.
People from the issue
One of the most important principles of this model is that whilst the utmost rigour should be applied to the problem, the people should be treated with respect. To problem solve intelligently requires that the people involved feel calm and relaxed. A climate of respect and concern for both parties will maximise the chances of such an atmosphere developing. All the ground work you put into the relationship prior, will pay you dividends at this stage. The first meeting should be considered very carefully, the right surroundings and venue are crucial in setting the scene and kicking off the negotiation in the right frame of mind and mood, don’t always think doing it in of your office or theirs is the right venue, it rarely is.
Options for mutual gain
The atmosphere in the negotiation should be one in which both parties are on the same side of the table, joining forces to beat the problem rather than each other! It is an intellectual challenge to come up with solutions that meet the needs of both parties and an emotional and moral challenge if you are in a strong position to have your own needs met at their expense.
Please click on the link below to download a more detailed pdf document. If you are interested in some group workshop session examples to use with your team please email me and i will send over a selection;
Principles of Ethical Negotiation 2018 doc
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