The Transformative Negotiator: Know Thyself—and Much More
In The Transformative Negotiator, Michèle Huff accentuates the importance of knowing yourself, your negotiation partner, and the circumstances in which the negotiation is taking place. With all of these factors in mind, a successful negotiation is more than possible. “Know Thyself—and Much More” highlights the value in being aware of more than simply what you want in a negotiation. Do not allow yourself to be pressured into a decision, and determine who has the authority to make the final decision.
Authority is not fixed and can flow throughout a negotiation; multiple people may have authority, or the person with the most authority may not even be in the room. Under any of these circumstances, making it known, or even asking who has authority, is a helpful technique. A timeline is a handy tool, and there are a plethora of factors that impact how short or long a negotiation must be. If there are many layers of approval needed, this may extend the time necessary for the negotiation. Ask questions about the information you cannot acquire on your own, and remember what you are bringing to the table.
The Transformative Negotiator does a deep dive into how to frame a negotiation. Assess the negotiation in terms of context and circumstance. Consider how your negotiation partner may be perceiving you. For example, is this negotiation where flexibility is an asset instead of a weakness or vice versa? You can learn about your negotiation partner by observing, researching, and asking direct questions. Prior observation and research will reveal if your negotiation partner is open to direct questions; all of these efforts are worthwhile. Preparedness can take negotiations to the next level, and awareness of yourself, your negotiation partner, and the circumstances will help guide the discussion.
Michèle Huff is a transactional lawyer with decades of experience negotiating for global corporations, universities, and individual clients. She is the Executive Director of Business Contracts and Brand Protection at UC Berkeley, overseeing contracts, intellectual property, and brand management. Previously, she was the University of New Mexico’s senior lawyer for research and technology and co-founded a Silicon Valley software start-up. A skilled speaker and educator, Michèle has taught negotiation and intellectual property courses and led workshops nationwide. Learn more at www.michelehuff.com