The Transformative Negotiator: Say it Clearly, without Charge
In The Transformative Negotiator, the chapter “Say it Clearly, without Charge” highlights a person’s responsibility to be clear in their communication. When a negotiator is not specific with their language or does not provide clarification, the consequences range from inconsequential to catastrophic. This range of consequences can be avoided when a negotiator eliminates ambiguity.
Word choice is of great importance, and considering the categories they fall under will help guide the discussion. Emotionally charged language can derail the conversation. Remember to consider the filters and triggers of your negotiation partner(s), since that can contribute greatly to understanding their perspective and why they are communicating in a certain way.
Speaking clearly, without charge, is another time to practice reflective listening, explained in Chapter One. For example, if your negotiation partner communicates with negative, emotionally charged words, rephrase their words to be neutral and emotionally flat to bring the discussion back to the negotiation topic and give them an opportunity to clarify their intentions and end goals.
Michèle Huff explains the categories that words exist in to accentuate the importance of word choice and how they are conveyed in negotiation. Words can be positive, negative, or neutral, and they are either emotionally charged or flat. In negotiation, words are ideally neutral and flat. This is the best possible combination for negotiation because it keeps the focus on the subject matter rather than one’s emotions or other external factors.
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