“Those who argue to win typically lose out on more valuable deals.”
come across people who do not see the world the way you do — and that’s OK! Use this to your advantage. Seek to understand instead of seeking to be right. When it comes to negotiating, those who argue to win typically lose out on more valuable deals. When you’re negotiating with someone who sees the world differently, don’t waste time trying to get them to see it your way. Chances are, you’ll waste a lot of time and not move the needle very much. Instead, seek common ground to build momentum. Or find ways to give them what they want on terms that are acceptable to you. Or agree to different outcomes based on whomever has the right prediction. Just keep in mind that a proposal will beat an argument every day of the week. So, skip the circular arguments and move to more value-creating
conversations, like proposal-making. Roll With It
As Steve Winwood sang, “When life is too much, roll with it, baby.” I wish I could tell you that COVID-19 is the only uncertainty we’re going to face this year, but it’s not. If you haven’t noticed, it’s also an election year. And the UK is dealing with Brexit. And there might be a second wave of the coronavirus . . . and . . . and . . . Unfortunately, there’s always something. But if we let the somethings paralyze us, then the nothings get done. Take Steve’s advice and learn to roll with it. You might ask, “What does that have to do with negotiating?” Actually . . . everything. The best negotiators can stay cool under pressure. They don’t let the emotion of the moment get the best of them. No matter what happens, they maintain composure and, you guessed it, roll with it. So, if you ever start feeling like you can’t roll with it, roll out of your negotiation and take a break. Go for one of those coronavirus walks we’ve all grown accustomed to, and when you’ve got a handle on things, come back to the table and keep rolling, baby. Ready or not, this next chapter is happening. The best we can do now is adjust accordingly and move with the situation. A new day will be here tomorrow. Stay calm. Stay healthy. Stay safe.
“Every day presents a new set of challenges.”
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