By Rodrigo Malandre from The Gap Partnership
Have you ever paused to consider who’s more cooperative during a negotiation: you or the other party? A recent LinkedIn survey I conducted posed this very question. Surprisingly, an overwhelming majority believed themselves to be more cooperative than their counterparts.
Invariably, nearly 90% of respondents perceived themselves as more collaborative. Given that a balanced representation would hover around 50/50, it suggests a significant disconnect.
Misjudging Collaboration: A Human Predicament
Humans are innately inclined to view situations from their personal vantage point. This perspective, though natural, often comes with cognitive biases. Many negotiators grow frustrated when counterparts don’t readily agree with their views. This friction often arises from a misplaced focus on positions instead of underlying interests.
Consider the payment terms of a deal: while one party might insist on a 90-day term, understanding the rationale behind this request could reveal various alternative solutions. Delving deeper into interests rather than staunchly defending positions can unlock more productive negotiations.
The Pitfalls of Over-Justifying Positions
A paradox in negotiation is that the more one ardently defends their stance, the more rigid the opposition becomes. This defensive posture can obstruct the pathway to mutual agreement. Ego, the need for victory, and mounting frustration can take centre stage, stymieing collaboration.
Negotiation as an Exchange
Successful negotiation isn’t merely about presenting demands. It’s about understanding the relative value of concessions for both parties. A collaborative negotiation ethos prioritizes securing outcomes that hold maximum value for us, balanced against what’s most valuable for the other party.
Promoting Collaboration: Strategies for Success
- Preparation is Pivotal: A well-prepared negotiator can anticipate various scenarios and appreciate the issues from the opposition’s viewpoint.
- Decipher Interests Through Inquiry: Going beyond surface positions requires insightful questioning. By understanding the motives driving the other party’s demands, negotiations can be steered towards more fruitful outcomes.
- Sidestep Fruitless Debates: Remember, negotiation is not a platform for winning arguments but for forging mutually beneficial agreements.
- Foster a Constructive Ambiance: A positive, trust-inducing atmosphere can set the stage for open dialogue and collaboration.
Concluding Thoughts
If you’re ever locked in a negotiation, feeling as though the other party is unyielding, challenge yourself: “How can I instigate a shift towards collaboration?” Recognize that we all possess blind spots and biases. By shifting focus from positions to underlying interests, and embracing a well-prepared, questioning, and positive approach, the doors to collaborative negotiation swing wide open.
