The Transformative Negotiator: Uncover Needs
In negotiation, it is imperative to remember that needs and neediness are not the same. Needs are not always apparent, and negotiation will help draw attention to needs that have yet to be uncovered. In The Transformative Negotiator, the chapter “Uncover Needs” emphasizes how needs are revealed, communicated, and flow. Needs are sometimes purposefully hidden, similarly to how statements of purpose can be intentionally misleading. While needs may be hidden to mislead, they can also be hidden to guide the negotiation and be revealed at a more opportune time.
Needs are not fixed, similar to many of the other components of a negotiation that Michèle Huff explains. Negotiations are meant to flow, and that means the elements within them should, as well. It is a continuous process to uncover the needs of your negotiation partner. Once needs are made clear, it will help you understand why your negotiation partner is responding the way they are. Everyone in a negotiation has needs. The more clarity, the better; this helps negotiators bridge the gap between desired outcomes.
An example of miscommunication of needs is someone not wanting to go to college to foster independence. At the same time, their parents may perceive that as unmotivated or an obstacle to opportunities in the future. In this case, a negotiation would uncover the need to be independent from one and the desire to look out for their child from the other. They can discuss ways to encourage independence while in college or explore ideas outside of college. The real-world applications in The Transformative Negotiator help the reader understand how to put the guidance into practice.
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