The Art of Negotiation

Often the term, Art of Negotiation, is used to define resolution of differences in the approach to achieving a given purpose. If that term is analyzed, it should be considered a bit of a misnomer. That “ART” is really a learned experience.

Some of the basics for achieving successful results are:

• A true and honest desire to reach a given target;


• Determine the problems causing the disparity;


• Bring potential solutions to the table for examination;


• Discuss all considerations, financial and other;


• Find mutual benefits for the parties;


• Establishing common ground on which the parties may agree;


• Settle on which solutions best suit the needs of ALL the parties;


• Finalize the considerations, timing and implementation of the solutions.

The above sounds as if it is easily achieved. Although it should be, generally it’s not! If it were, there would be no need to sit at the table and bargain! In order to be successful, it is mandatory for all of the outlined items to be addressed in detail.

Strong people with strong principles and goals are often the reason for differences in approaching solutions for a given problem or situation. Strong people, many times, are also selfish, opinionated, proud, arrogant, conceited, self important, and many other adjectives (to put it nicely). They consider themselves strong by virtue of being the bully.

Sadly and often, the only solution to resolve conflicts with these types is through a court pronouncing judgment or a mediator or arbitrator conducting and/or controlling the negotiations. This writer, after many years in the general contracting business, has spent much more time than he should in the court house. Even if you win through legal proceedings, no one really wins!

Strong people that are also strong team players are never bullies – they are:

• Fair in their assessment of problems and situations;


• Cognizant of the strong points and shortcomings of all the parties;


• Willing to admit and make amends, if they are in error;


• Willing to accept an apology, if offered;


• Willing to suggest potential solutions;


• Willing to compromise, only if it doesn’t damage principles and results;


• Willing to follow the final determination of the parties’ dialogue.

Strong people, pursuing the goal through the proper Art of Negotiation, in a truthful and forthright manner will decide any and all differences to the mutual satisfaction and success of all parties. The alliance of a continued team effort to win the war is generally much more important than winning a single battle.