The Transformative Negotiator: Ask Why You Are Negotiating
In The Transformative Negotiator, the chapter “Ask Why You Are Negotiating” brings the focus back to the purpose and goals of a negotiation. With the holistic approach to negotiation that Michèle Huff advocates for, a negotiator is aware of their own and their negotiation partner’s purpose and goals. A statement of purpose helps keep the discussion on track and informs others of your intentions. This does not mean you cannot keep anything to yourself, but know the difference between “why” and “how.” Divulging why you are negotiating is important, but how you navigate it is up to you.
Statements of purpose are not the magic solution; understand that your negotiation partner’s statement of purpose may be intentionally misleading, and indicators of that will become clear throughout the negotiation. The statement of purpose is not fixed and is meant to flow with the discussion. Michèle Huff states throughout The Transformative Negotiator that communication is a stream, meaning much of a negotiation is meant to ebb and flow. You do not want to waste time in a discussion that is not going anywhere, and knowing the purpose of the negotiation will make it clear if a productive negotiation is possible.
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