Negotiation Is Not a Bad Word! by Brian Buck
This past week, I had the strangest realization: Some people perceive negotiation as a bad thing! This discovery came while working with a client who was reluctant to negotiate with his colleagues. The reason? He didn’t want to be “that guy.” I’m not even sure what “that guy” means, but it got me curious about how many other people view negotiation this way. I had several conversations, and the answers I received are the very reasons why I do what I do. The truth is, while there are many different ways to resolve conflict, negotiation is one of the most effective means of creating value for all involved and preserving relationships. So, I posed a follow-up question to the people I’d spoken with: “Why?” Here are their most common responses:
• “Because I feel like it’s all about winning and screwing over someone else.”
• “Because I don’t like to compromise.”
• “Because I hate saying ‘no’ all the time.”
• “Because that’s what bullies do, and I’m not a bully.”
• “Because it’s easier to just give in and move on.”
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