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negotiating in a formal setting inflicted fear in the hearts of people: the fear of intimidation and the fear of losing. Only recently have negotiators embraced the idea that all parties can walk away from a discussion as winners. |
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Former President George Bush and his Secretary of State James Baker probably did more to shape our way of thinking about successful negotiations than any other pair of negotiators in modern history. Bush reasserted our security role in Panama, built the best relationship with Mexico in U.S. history, negotiated and signed the North American Free Trade Agreement, stood close to center stage in unifying Germany, remained resolute with regard to reshaping policies in South Africa, and held a careful balance on the sidelines during the collapse of the USSR. His finest hour was Desert Storm, when he assembled the largest coalition of nations in the history of the world to stand firm against Iraq's invasion of Kuwait. |
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How did this pair triumph on so many negotiating fronts involving so many cultures and economies? The following tips will shed some light on this formidable process. |
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Tip 684: Avoid the term negotiate when possible. |
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The word negotiate connotes a winner and a loser, or at best a compromise between two dissatisfied people. Instead of "negotiating" use phrasing such as "come to an agreement," "work out a plan," or ''arrive at a workable solution." Wording goes a long way in establishing a friendly atmosphere where everybody feels like a winner. |
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Tip 685: Consider several kinds of goals before you begin discussions. |
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To make sure you don't get sidetracked in talking, identify several different kinds of goals: your primary goal, your immediate goals, your long-term goals, your "nice to haves," and your safeguards. Within each of these frameworks, set ranges. What is the "best" you can expect and what is the "worst" position you can accept? Keep all in mind as you work toward agreement. |
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Tip 686: Research your position and the situation. |
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Take the time and make the effort to support your position or requests. Read. Gather statistics. Talk to experts. Survey others for majority opinions. When you get ready to talk, you'll have adequate facts and opinions to support what you want done. And the more you know, the better your position to negotiate a win for everybody involved. |
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