The Transformative Negotiator: Check Your Perspective
In The Transformative Negotiator, the chapter “Check Your Perspective” emphasizes the power of a holistic perspective. Negotiation is not about winning or hearing the word “yes.” Narrow perspectives create more distance between negotiators rather than bridging the gap. Waiting for a specific outcome is inherently narrow; an open mind makes more room for negotiators to connect and ultimately reach goals. The guidelines Michèle Huff explains often follow similar parameters to help negotiators achieve desired outcomes. In this case, the perspective is similar to the frame in that there are two main distinctions: broad or narrow.
Circumstances outside of your control can limit your perspective. A simple example is negotiating in a hot, windowless room. People get irritable, feel stuck, and ultimately want the negotiation to end quickly. Change what is limiting your perspective, if possible, and if not, take note that it is a hindrance to a productive negotiation. Being mindful of what may limit your perspective will help you keep an open mind, remind yourself of your priorities and goals, and those of your negotiation partner(s). It is beneficial to hone your perspective on the current moment or change the circumstances for future negotiations. There are many ways to keep a broad perspective, but it will require making calls between powering through or making some changes.
If you notice a certain energy, such as blocked, stagnant, or frustrating, consider your perspective. Ask yourself some questions about the negotiation:
Is it narrow?
If so, what could be done to broaden it?
Are these circumstances that can be worked around, or is a change necessary?
Is it broad?
Would it be beneficial to focus on a particular topic, time, etc.?
Is it somewhere in the middle?
More often than not, it will be. Assess and make changes accordingly.
Even a subtle change can make a world of difference, keeping the negotiation moving forward. Awareness is a key component of making the best use of perspective. If you are tuned into potentially limiting circumstances, productive changes are 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